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#Engagex insurance prospecting how to

The highs are super high and the lows are super dark - guess when prospecting kicks in? The low times.

Accurate and effective use of a CRM tool that counts, collects and maximizes this dataįor too many producers, we see the roller coaster pipeline.

A target for number of business cards handed out.

A target goal for number of x dates collected each week.

Daily Golden Hour: One hour every day of outbound activity.

Here is the ideal prospecting strategy we ask agencies to embrace: It’s a novel idea, but activity leads to quotes. So, the million dollar question is: How do we get producers to embrace prospecting? The first idea is that we must start managing activity. Remember, we hire out activities and find the best people to make it work! Just because you have not personally prospected (or the thought of it is scary), doesn’t mean it’s not a valuable activity. The firm serves the insurance, hospitality, telecommunications and retail industries, providing appoi ntment-setting services, real-time online order processing, data entry, outbound sales, inbound customer service, and other customer engagement activities. The underwriting department: Elaborate the underwriting standards. Engagex is a customer engagement/marketing outsource firm. Interaction with intermediaries: broker, insurance bank, etc. It’s difficult to understand something you have not personally embraced. Main internal stakeholders: Within the insurance teams we have the following departments, which play a specific role: The commercial department: Customer prospecting.

I get that many agency owners haven’t had to prospect, which is why holding producers accountable to it can seem like being out in the Wild West. If you truly look at prospecting, what better way to spend your time to ensure your sales success? The problem is, as a salesperson, how can you not have time to prospect? Sure, we would all love highly qualified people knocking down our door begging us to quote their insurance, but hope can’t be your prospecting strategy. The challenge is too many producers don’t think they have time for that. Think of getting over the 50 yard mark as getting to quote! But here is the problem: if we never leave our own side of the field, we can’t quote! You have to prospect to get your first downs to bring it over the 50 yard line so you can be on the other team’s turf in position for a touchdown. This is the work done on our own side of the field. We like to think about insurance prospecting like we think about football. Decision Makers: HR Directors, CEOs, Benefits Coordinators, Presidents, Vice Presidents, CFOs, Insurance Brokers. So why is prospecting so filthy? Because it does not yield instant gratification.

#Engagex insurance prospecting how to

In this blog we are going to explore why insurance prospecting is a dirty word, how vital it truly is and how to get producers to embrace the idea that a full pipeline leads to a happy producer. If you are a salesperson, you know that doing top of the funnel sales activities is critical to your agency’s success, but it tends to be the number one thing we avoid doing.