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    National Underwriter Sales Essentials (Property & Casualty): Red Hot Introductions
    National Underwriter Sales Essentials (Property & Casualty): Red Hot Introductions
    National Underwriter Sales Essentials (Property & Casualty): Red Hot Introductions
    Ebook163 pages1 hour

    National Underwriter Sales Essentials (Property & Casualty): Red Hot Introductions

    By Randy Schwantz

    ()

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    About this ebook

    This fast-paced book will show you how to transform typical referrals into rejection-proof “red hot introduction.” Includes a six-step process to help you develop the perfect script for your conversations along with actual script examples. You’ll learn the secrets to winning more accounts, generating more revenue, increasing your retention rate, and keeping your pipeline full of qualified prospects.
    LanguageEnglish
    PublisherThe National Underwriter Company
    Release dateFeb 20, 2014
    ISBN9781939829719
    National Underwriter Sales Essentials (Property & Casualty): Red Hot Introductions

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      Book preview

      National Underwriter Sales Essentials (Property & Casualty) - Randy Schwantz

      This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought.–From a Declaration of Principles jointly adopted by a Committee of the American Bar Association and a Committee of Publishers and Associations.

      ISBN: 978-1-939829-71-9

      Copyright© 2014

      The National Underwriter Company

      5081 Olympic Blvd., Erlanger, KY 41018

      All rights reserved.

      No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without prior written permission of the publisher.

      Printed in U.S.A.

      Table of Contents

      Preface

      Introduction

      Part I

      The Problem

      It’s a Numbers Game

      Your Hidden Prospects

      Why Go After The 95?

      What’s Your Prospecting IQ?

      What You Don’t Understand, You Can’t Appreciate

      Nothing Is Either Good or Bad Except by Comparison

      Chapter One

      The Power of Introductions

      Check Out Webster

      The Point Is Introductions

      Which Would You Prefer?

      Red Carpet Receptions

      Red Hot Introductions—IQ

      Advantages of Introductions Over Referrals

      Chapter Two

      Overcoming Our Mental Barriers

      Ten Reasons Why We Don’t Ask for Referrals or Introductions

      Chapter Three

      Source Reluctance

      Trust

      Ordinary But Not Extraordinary

      Fear of Confrontation and Rejection

      How Introduction Sources Signal Their Reluctance

      Chapter Four

      You Can’t Always Get What You Want

      How You Ask for Referrals

      How You Get Referrals

      Summary

      Part II

      The Solution

      Chapter Five

      Provide Proactive, Extraordinary Service

      Proactive, Extraordinary Service – Your Competitive Advantage

      Your Competitive Advantage is How You Do What You Do

      Why Should We Do It?

      Developing Proactive, Extraordinary Service

      A Real Life Example of Proactive, Extraordinary Service

      Can I Ask My Current Clients for Red Hot Introductions?

      Chapter Six

      Know Your Ideal Prospect

      Why Do We Need an Ideal Prospect?

      Identify Your Ideal Prospect

      Your Ideal Prospect Profile

      Your Top 20 Prospects

      Do It and Share It

      Chapter Seven

      Leverage Your Introduction Sources

      Six Degrees of Separation

      Two Kinds of Introduction Sources

      Your IntroNet

      Chapter Eight

      Pre-Introduction Strategy:

      Creating The Flow

      Purpose of the Pre-Introduction Strategy

      What Can My Source Do for Me?

      What Can I Do for My Source?

      What Do I Know About My Source?

      Creating the Flow

      Part III

      6 Steps to a Red Hot Introduction

      Chapter Nine

      Your Story

      Your Story as a Segue

      Two Kinds of Stories

      Okay – There’s a Third Kind of Story

      Developing Your Story

      Adjust Your Story to Fit the Situation

      Chapter 10

      The Three I’s: Ideal Prospect, Identify Prospect, Initiate the Call

      Ideal Prospect

      Identify Prospect

      Initiate the Call

      Steps One Through Four

      Chapter Eleven

      S.O.N.A.R.

      S.O.N.A.R.

      Overcoming Client Amnesia

      Creating a Red Carpet Reception

      Components of S.O.N.A.R.

      S.O.N.A.R. in Action

      What Happens if the Source Can’t Remember What You’ve Done?

      Using S.O.N.A.R. With Centers-of-Influence

      Chapter 12

      Follow Through

      Follow Up Immediately

      Follow Up at the Appointed Time

      Follow Up With a Thank You

      Chapter 13

      Putting It All Together

      Individual Ideal Prospect

      Business Top 20 Prospects

      Preface

      Dear Reader:

      Since this book is all about introductions and taking a more personal approach to doing business, I’ve spent a lot of time thinking about the best way to introduce myself to you. I checked out what other authors do -- which is mostly ramble on about their background and credentials.

      However, as you’ll soon discover, I don’t do things the way most people do them. My philosophy is that every common business practice and paradigm should be scrutinized and challenged. My philosophy is: there’s always a better way to do it.

      I could spend three paragraphs talking about myself, my background and my experiences. But this book is not about me. It’s about you. It’s about helping you achieve more success, retain more business and gain more confidence in your approach to prospects.

      It’s about breaking through old patterns and mental barriers that get you nowhere but the same place you were last year. And it’s about replacing outdated sales methods with proven, proactive strategies that result in extraordinary service and client satisfaction.

      My definition of insanity is doing the exact same thing over and over, and expecting a different result. Sounds like referrals to me. Getting a phone number, dialing the phone and hoping with all hope that this referral is going to be different. Stop the insanity! Give referrals up! They don’t work. You know it and I know it, too.

      There’s a better way to do it.

      In these pages, I briefly outline more than 25 years of observations that prove referrals don’t work. Then, I show you how to transform the cold, cold world of referrals into red hot introductions. I’ve also provided a step-by-step approach that you can start using today, right now, during your next phone call to an existing client.

      I may be the one who developed these strategies but you are the one who will put them into action – in your own unique way, using your own style, talents and skills. Only you can choose to challenge yourself, to change directions and try something new. Only you can decide to be an ordinary individual who is capable of extraordinary success.

      Within these pages, you’ll find some proven techniques and strategies that may take you out of your comfort zone. But that’s why you must be here reading this – because you know what you’re doing right now isn’t working like you want it to. You know referrals leave you cold but you want your business to run hot 24-7-365. You know there’s a better way to do it.

      I wish you well in your pursuit of excellence. And I hope that I have the opportunity to be introduced to you when you’ve achieved remarkable success!

      R.S.

      January 2002

      P.S. If you still want to see my credentials, please visit www.thewedge.net

      Introduction

      Growing up near Lubbock, Texas, I would watch the Dallas Cowboys on TV every Sunday afternoon during football season. I’d pop some popcorn, get a soda, and watch every play. It was great! Later, as an adult living in Dallas, I went to some Cowboys games at Texas Stadium. The crowd, the excitement, seats on the 35-yard-line. There was no comparison to experiencing a game in person with watching it on TV.

      One Sunday, I was invited by a client to be his guest in his corporate suite. Now that is the way to see a football game – great food (and I’m not talking about burnt hot dogs and stale nachos), an incredible view, an open bar, comfortable seating, closed circuit TV, freedom to get up and move around. There is no better way to experience a game than from a luxury suite. I’ll tell you something else – the experience ruined me. After that, I never wanted to go to a game and just sit in a regular seat again.

      It also got me thinking. Were my seats on the 35-yard-line bad seats? At the time they seemed like the best seats in the world. And they were – compared to watching the game on TV. Yet, from the suite, those 35-yard-line seats didn’t look quite so good anymore. That was when I realized nothing is good or bad, except by comparison.

      In 1985, I was involved in an event that changed the path of my

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