Producer Power Start-UpTM

The Producer Power Start-Up™ sales training program is designed to help new Producers. Producers can be young, old, experienced, or inexperienced. The goal of this program is to get them started up in proven sales activities and behaviors to maximize their performance.

This program is an online training program that is designed with coaching support. The agency or InCite’s VSM™ program will provide coaching support to maximize the Producers outcome.

This program will help you understand where you are at, where you are going, and how to get there .

The first step is a self analysis. You need to know where you are at before you can begin down a path to get to where you want to go. The initial assessment, called the Snap Shot, will help the “where you are at” piece.

The “where you are going” piece will be accomplished in the Vision Starter section of the program. This is a goal setting section to help you get focused on the big WHY that will drive you to success.

The remaining portion of the program consists of training and development. You will work on skills, behaviors, planning, and processes, that will help you reach your potential.

Thank you,

Larry G. LinneCEO

1

Snap Shot Page 4

Vision Starter Page 6

Training – Habit Starter Page 10

Training – Skills Starter Page 25

The Story Page 34

The Value Proposition Page 40

The Business Plan Page 49

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Table of Contents

3

On a scale of 1 – 10, with 10 being excellent, how would you rate your competencies in the following categories? After rating each category, please provide a reason why you rated yourself that way.

Snap Shot

1 2 3 4 5 6 7 8 9 10 Why?

Current Network

Networking Techniques

Current Business Acumen

Insurance Knowledge

Persuasive Skills

C-suite Selling

Pipeline Management

Dress – Etiquette

Telling Your Story

Question Asking Skills

Quantifying

Personal Brand

Closing Skills

4

On a scale of 1 – 10, with 10 being excellent, how would you rate your competencies in the following categories? After rating each category, please provide a reason why you rated yourself that way.

Snap Shot

1 2 3 4 5 6 7 8 9 10 Why?

Entry Strategies

Internal Team Mgmt

Know and Manage your Numbers

Building Networks

Client Retention

Presentation Skills

Alternative Risk Selling

Niche development

Managing a Plan

Selling Intellectual Property

Organizational Skills

5

Notes

Snap Shot

6

Vision Starter

In this training module, input your 1, 3 and 5 year goals for each category.

Year 1 Year 3 Year 5

Financial

Year 1 Year 3 Year 5

Family

Year 1 Year 3 Year 5

Social

7

Vision Starter

In this training module, input your 1, 3 and 5 year goals for each category.

Year 1 Year 3 Year 5

Purpose

Year 1 Year 3 Year 5

Company Objectives

Year 1 Year 3 Year 5

Personal Brand

8

Notes

Vision Starter

9

Habit Starter

10

Video Notes

Habit Starter

What I learned and will commit to do

Questions I have for my Company / Supervisor

11

Personal Development

Three Areas of Critical Development

Business Acumen Action My Commitment

Sales Skills My Commitment

Technical Skills My Commitment

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• Team

• Prospects

Relationship Management

13

• Clients

• Influencers

Relationship Management

14

Habit Starter

15

PROSPECTING AND ENTRY STRATEGIES

Habit Starter

PIPELINE STRATEGIES

Consider or Not?

Description

Ideal Client ProfileDetermine what the perfect client looks like so you can build potential client lists and not get stuck on wrong size accounts.

Internal ReferralsGo ask others in your organization who they know. Do interviews. Put lists of prospects out to employees.

Seminars Get experts or become an expert.

Carrier Reps Ask them who they really want to write in the market.

FamilyGo to family members and ask about their work or ask them if they know any of your targeted clients. Get introduced.

Friends Same as family. Do reverse referral approach.

Country Clubs / Social Join clubs where decision makers hang out. Producer at Florida St. and alumni.

Target NewslettersGet a prospect list and send information to them on a regular basis. Information about emerging risks, captives, risk news, industry specific information. Be the source.

War RoomGet a group that takes on targets and challenges each other. Bring lists to the meetings, compete, partner up on deals.

Ask for Help/Advice Go to top level executives that have been successful and ask for advice.

COIN ManagementCenters of Influence can come in any form. ANYONE that knows a lot of people.

Association Membership Join groups and get involved. Where I did the majority of my growth.

Board of DirectorsGet on boards. Sometimes it is your cycling club, your school (kids), church, business, etc.

Pipeline Retreats Get away with a group and spend time planning. Set plans very clealy.

Networking GroupsBusinesses have had great success with this. Breakfast club is example. Accellerant is another.

Social NetworkingUse social media from a Professional standpoint. Post valuable information. Ask for opportunities.

Volunteer WorkGo get involved in the community. Second best source of referrals and new business for me.

Drive ByGo drive on Sundays. Go drive different routes to work. Commit to call someone from that route when you get to the office.

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PROSPECTING AND ENTRY STRATEGIES

NOTES:

Habit Starter

PIPELINE STRATEGIES

Consider or Not?

Description

Government Web Sites

Many times they will show contractors, lists of businesses doing things, awards, etc.

WebinarsEducational webinars. Then record them and have them available to send to people/prospects.

Direct MailTo past prospects and clients. Never let the dead lie still. Keep ‘em active. What if…

Training ProgramsWe did long term training programs that we would offer at the agency. Wrote almost every client that participated.

Write Articles In local papers, industry mags, etc.

Call on Recent Renewal Date

You call people that have just gone through renewals. They may be mad about what happened.

TALEs Trusted Advisor Meeting. This is where you ask.

Development Groups

Get young professional groups, industry best practices groups, study groups, CEO best practices groups, networking groups.

Send BooksSend out a best selling or new book to prospects and follow up.

Gorilla Marketing Name your prospects and go find referrals to get you in.

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Dress – Etiquette

CORE PHILOSOPHIES

1. 30 Second Rule: “People will make a decision about your

brand in the first 30 seconds. Make sure your dress tells

them what to think.”

2. Dress and appearance suggest credibility of position and

status.

3. It’s ok to call ahead and ask about appropriate attire to an

event.

4. It’s not all about you. So, don’t dress to gain undue or

unwanted attention.

5. Dress ½ up to be considered an Advisor.

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Dress – Etiquette

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Dress – Etiquette

1. Pushing your plate away or stacking dishes when you have completed your meal.

2. Blowing your nose at the table.

3. Eating a larger than bite-size piece of food.

4. Chewing with your mouth open.

5. Talking with food in your mouth.

6. Eating a dinner roll by breaking it in half rather than tearing a bite-sized piece. No

bread and butter sandwiches!

7. Beginning to eat before everyone at the table has been served.

8. Acting as though ice cubes are the edible part of a beverage.

9. Bringing your face to your food, instead of the reverse.

10. Putting your napkin on your lap when you sit down, rather than waiting until

everyone at the table has been seated.

Table Manners: Top 10 Mistakes

• In the purest sense of the word, etiquette means to make others comfortable by being graceful and fitting in appropriately. So, look around you and do things that are more others focused than selfish.

• Be on time. Texting that you are running late is not acceptable for being late.

• Always RSVP, whether you are going or not. An RSVP is a request for you to respond.

• Turn off technology around others. Be in the moment. You will see that those who are off of technology will be the most attractive at an event.

• You don’t have to take a picture of everything you do. Allow your memory to capture some of the events in your life.

• Do not show up to a party empty handed. Bring wine, a small gift, or a dessert.

• Do what you say you will do.

• Say please and thank you.

Additional Etiquette Advice

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1. List what people would say about you in single words or short phrases below:

2. List what you would want people to say about you in single words or short phrases below:

Personal Brand Management

21

What items on the previous page were the same?

What items would fail the test of “have to have” to be in the game?

What items would pass the test of differentiation?

Add additional differentiation Branding items:

Personal Brand Management

22

Network Expansion

23

Notes

Habit Starter

24

Skills Starter

25

Video Notes

Skills Starter

What I learned and will commit to do

Questions I have for my Company / Supervisor

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PRESENTATION SKILLS

P

R

E

S

Presentation Skills

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PERSUASION SKILLS

What visuals can I use to connect with the visual senses of my audience?

What are the most compelling reasons why someone should do business with our company?

Persuasion Skills

How can I "know" my clients business better?

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PERSUASION SKILLS

Describe the best strategies to engage with people properly at a networking event.

What are some strategies you will use to engage with people at a level where they will want to spend time with you?

Persuasion Skills

Describe how to show someone you CARE about them and their business.

29

TrainingUnderstanding WHY People Buy

Clients

Employees

30

TrainingUnderstanding WHY People Buy

Profit

Executive Satisfaction

31

Understanding HOW to Sell Intellectual Property

Insurance Product Sales Value Add – Solutions Intellectual Property

What wins? What wins? What wins?

How do you lose? How do you lose? How do you lose?

How big is competition? How big is competition? How big is competition?

How do I sell? How do I sell? How do I sell?

32

Notes

Skills Starter

33

The Story

34

Video Notes

The Story

What I learned and will commit to do

Questions I have for my Company / Supervisor

35

The Story

Problem(s)

Response

36

The Story

Examples

Next Steps

37

Deliver in 2-5-10-14

Notes

38

The Story

Notes

39

The Value Proposition

40

Video Notes

The Value Proposition

What I learned and will commit to do

Questions I have for my Company / Supervisor

41

The Value Proposition

Describe the agency process that brings value to the clients of your agency

How can you bring value to this process?

42

Why Our Process Sells!

The Process brings value because...

What value does the assessment bring to a prospect/client?

How do "plans" impact a client and what is different about a plan vs a "presentation"

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The Value Proposition

Notes

44

An Effective Assessment

Question Asking

Quantifying

Process

45

QUANTIFYING

NOTES:

An Effective Assessment

Band of Pricing

TIME

CO ST

46

An Effective Plan

A plan is...

Problem:

Quantify:

Solution:

Calendar:

Get Agreement:

47

The Value Proposition

Notes

48

The Business Plan

49

Video Notes

The Business Plan

What I learned and will commit to do

Questions I have for my Company / Supervisor

50

Network Expansion Plan

Where to build networks

Who are the best centers of influence

Building a network around YOU

51

Prospect Engagement Plan

Targeted Prospects

Target Account Strategy Plan

Researching Prospects

Target Account Strategy Plan | page 1

Account Name:

Strategic Decision Makers:

Name: Title: Influence:

Incumbent Agent:

Incumbent Agency / Brokerage:

Typical strategy / strength / weakness of incumbent:

Prospect Engagement Plan

53

Prospect Engagement Plan

What products / services do we have that bring value to this industry?

What InCite Wiki Risks should be studied in preparation for the prospect?

Who can we connect to this prospect (relationships, LinkedIn, social)?

Our strengths in this industry class:

What top emerging industry risks should we be prepared to discuss?

54

Prospect Engagement Plan

What, if any, past history do we have with this prospect?

What type of people does this company hire? (Look at hiring profiles)

Check off key items to be done in preparation:

Web Site Review

LinkedIn search on people

LinkedIn search on company

Contact Referral(s)

Who: What: When:

Industry Emerging Risks

Work Comp information online

5500 Search (Freearisa.com)

Total social media search on key decision makers

Strategy to get business:

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The Business Plan

KNOW YOUR NUMBERS

GoalGoal x 1.25%

Conversion %

Closing %Average

Account Size (commission)

Number of First Calls

Number of Proposals

New Clients

$75,000.00 $93,750.00 0.75 0.8 $2,500.00 62.5 50.0 37.5

$120,000.00 $150,000.00 0.75 0.8 $10,000.00 25.0 20.0 15.0

$50,000.00 $62,500.00 0.6 0.7 $10,000.00 14.9 10.4 6.3

$100,000.00 $125,000.00 0.75 0.9 $10,000.00 18.5 16.7 12.5

$100,000.00 $125,000.00 0.25 0.25 $5,000.00 400.0 100.0 25.0

NOTES:

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The Business Plan

57

The Business Plan

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The Business Plan

PROSPECT DASHBOARD

ProspectPotential $

Sold $ Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

ABC CO $30K $28K A C EF

DEF CO $20K B EF

CODESLunch ACold Call BBaseball CExec Brief DAssessment EPlan FSocial Event GAssociation Meeting Connection HCheck Up Meeting IBreakfast J

Dinner K

NOTES:

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The Business Plan

INFLUENCER DASHBOARD

Key Influencer Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov DecABC CO A C EFATTORNEY B EF

CODESLunch ACold Call BBaseball CExec Brief DSocial Event EAssociation Meeting Connection FCheck Up Meeting GBreakfast HDinner I

Reverse Referral List Discussion J

NOTES:

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Producer Power Start-UpTM

Notes

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Producer Power Start-UpTM

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Producer Power Start-UpTM

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Producer Power Start-UpTM

Wrap Up

We have seen many Producers reach the level of true “mastery”. Mastery Producers have amazing lifestyles due to creating great clients, incredible income, and exciting market leadership.

Mastery Level Producers are not all alike. However, many have the following qualities. I would suggest working toward making these habits, skills, and behaviors a part of your future:

1. Committed to personal development in sales skills, business acumen, and insurance technical knowledge

2. Constant network expansion3. Committed to looking good (dress, health, grooming, etc.)4. They practice their skills (presentations, question asking, handling

objections)5. Always prospecting by meeting people and looking for potential clients6. They take responsibility for their own actions. Success is because of the

team and failure is a personal responsibility7. They manage personal brand8. They manage key relationships (internal teammates, clients, prospects,

and influencers)9. They are involved in social groups, charity groups, and professional

groups10. The LOVE to teach, educate, and persuade

These are all skills and behaviors that can be learned and developed. Make these 10 items a part of your life and you will have great success.