Midwest/Western Regional Farm Bureau Underwriting Conference.

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Presentation transcript:

Midwest/Western Regional Farm Bureau Underwriting Conference

It’s not what you sell. It’s how you sell it.

Objectives  Become your agent’s trusted advisor  Engage and educate agents  Words that build relationships When you control the communication, you can best control your profitability.

1. “I don’t know if you can help me but I thought you’d know…” 2. I call immediately if I can’t write the business. 3. I never speak ill of a colleague, a competitor, an agent. 4. I always let agents know the status. 5. I trust my agents and have their back.

On your low-rated questions, discuss the issues that impact the low rating.

 The Culture Secret by Dr. David Vik  The Happiness Advantage by Shawn Achor  Necessary Endings by Henry Cloud  Start with Why by Simon Sinek  TED Talks

 Become your agent’s trusted advisor  Engage and educate agents  Words that build relationships When you control the communication, you can best control your profitability.

Meet Andy Show up vs. Step up

 Update voice mail greeting daily  Rule of 3 – pick up the phone  “I’m thinking about you” calls  Call with negative news  End all calls with “Is there anything else I can help you with?”

Are you underwriters stepping up or showing up?

Gift Giveaway Strategies for Success Newsletter Energizer Minutes Audio Programs and Books Selling from the Inside offer

 Become your agent’s trusted advisor  Engage and educate agents  Words that build relationships When you control the communication, you can best control your profitability.

 We can’t write this.  It’s not in my authority.  I have to ask my boss.  Did you look in the underwriting guide?  It’s not my decision. It’s company policy. How do those phrases impact the underwriter/agent relationship?

 Power of I  Perceived authority  Say this, not that

 You’re (that’s) wrong…  Calm down  If you had read the policy  We can’t do that  You have to…

 To be honest  I’ll try  It’s not our fault  What’s your problem?

 Become your agent’s trusted advisor  Engage and educate agents  Words that build relationships When you control the communication, you can best control your profitability.

It’s not what you sell. It’s how you sell it.

What will you implement back at the office?

Prize Drawing!!! Book Offer

Midwest/Western Regional Farm Bureau Underwriting Conference