Marketing to Agencies

For anyone with agency relations responsibilities.

Win More Profitable Premium Volume Influence Buying Decisions  Improve Closing Ratios  Negotiate with Confidence

Don’t Settle for Consultative. Get Persuasive.

Every sales organization ultimately realizes that the consultative selling model falls short. It helps put proper focus on customer needs, but it doesn’t help anyone influence buying decisions. Marketing to Agencies combines consultative best practices with influencing methods based on neuroscience. With these simple but powerful tools, reps uncover logical and emotional needs for a persuasion equation that adds up to yes.

If your business depends on producers, then it depends on everyone in the producer orbit to aid the selling effort. As Philip Kotler put it, “the sales department isn’t the whole company, but the whole company had better be the sales department.” Unlike generic sales training, Marketing to Agencies uses insurance-specific case studies, examples, and references to make skills transfer to job behavior easier, faster, and more reliable.

 Workshop Materials     Developer Content       Interactive Media & Tools

Learning Objectives by Module

PRISMS program participants learn by doing. As part of a concise pre-work assignment, they select an actual, real-world account as the focus of their workshop activities. New insights, skills, and tools are ready to be deployed immediately.

PRODUCER PARTNERING

  • Build a trust foundation by establishing rapport & maintaining a comfort zone
  • Profile personality types to determine communication style and persuasion criteria
  • Use communication that effectively engages the emotional brain
  • Influence producers toward engagement

AGENCY APPOINTMENTS

  • Profile producers to i.d. high-value targets
  • Set aggressive yet achievable appointment goals based on volume commitments
  • Use a variety of marketing resources to pinpoint profiled agents
  • Use a 4-factor pre-qualifying inquiry, and use account gradation to prioritize efforts

PERSUASIVE COMMUNICATION

  • Choose communication channels based on influence criteria rather than convenience
  • Use active listening to uncover hidden issues
  • Amplify questioning to achieve far more than just data gathering
  • Design the most persuasive possible messages using the 7 Triggers formula

PRESENTING SOLUTIONS

  • Develop persuasive benefit statements based on producer profiling
  • Identify and prepare the messaging elements of a persuasive presentation
  • Construct questions and messages using the 7 Triggers persuasion formula
  • Influence producers toward agreement

RESOLVING RESISTANCE

  • Classify objections by type
  • Determine which objections are productive to answer and which are not
  • Form appropriate responses to objections using a 4-step procedure
  • Demonstrate the correct use of positive objection handling

NEGOTIATING & CLOSING

  • Organize goals into priority tiers to maintain flexibility
  • Apply a variety of strategies and tactics to sales & marketing agreements
  • Recognize buying signals
  • Use a variety of closes for key products and services

Insuring Skills Transfer:

The Action Plan

The MTA Action Plan makes it as easy as possible for reps to apply what they’ve learned in the course each and every day on the job.

Information produced during coursework is transferred and combined with summary content as learners complete the program. Reps are prompted to identify a Current Marketing Opportunity (CMO) they actually have, around which to build persuasive partnering strategies and tactics. Reps graduate the course with a complete plan for an actual account, as well as a comprehensive template and tool kit they can use again and again.

Influencer Selling Flowchart • Persuasion Pyramid • Persuasion Trigger Worksheets • Ideal Agent Profile • Agency Appointment Worksheet • 4-Step Meeting Prep • Personality Style Guide • The Needs Profile • Presentation Planner • Negotiation Platforms • Objection Doctor

Action Pages pages displayed at right are but a few selected samples.

On-board and Upgrade

Over 300 P&C carriers have increased professionalism, performance, and profits with PRISMS. What can we do for you?
Let’s review  your needs and tailor a fit –
Kathy
Kathy Coppins, COO
Rising Tide Partners | 855-242-6300
kathy@risingtidepartners.com | X702

Please contact me about marketing performance programs.
  • This field is for validation purposes and should be left unchanged.

Soup-to-nuts or à la carte.

Whether you need complete programs or skill-building components for custom courses, we’ve got you covered.

Workshop Materials

Per-participant or term licenses

Developer Content

Fully-editable source files

Media & Tools

Video & app subscriptions