NAPAA - National Association of Professional Allstate Agents, Inc.

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sales tips Time is Money By John Boe The person who coined the phrase “time is money,” must have been a sales rep paid on commission. In the selling profession, the old cliché rings true, if you are not talking to a prospect or customer, you’re unemployed! How effectively do you manage your time Do you spend your time as you would any other precious, nonrenewable asset, or are you the type of salesperson who is stressedout, constantly jumping through hoops and consistently running late for meetings and client appointments We measure time far better than we manage it. In today’s high-tech world, physicists have become extremely proficient at measuring time. The atomic clock, based on strontium atoms trapped in a laser grid, is so precise that it has an inaccuracy of less than one second in 200 million years. While we can all agree on how to measure time, we each tend to approach time management from our own personal perspective. Look at all of the ways we view the use of time... we waste it, we save it, we spend it, we invest it, we borrow it, we steal it, we juggle it, we squander it, and we seem to always be looking for more of it. We have time wasters and time bandits and sometimes, in those rare moments when we find we have too much time on our hands, we even kill it. Time flies when we’re having fun, but tends to drag for those who are doing time. For some people time stands still, while others see time slipping away, like sand through an hourglass. I am convinced that the improper use of time is the number one contributor to high turnover in the selling profession. I wish I had a nickel for every smart, talented and motivated salesperson who failed because he or she simply couldn’t or wouldn’t effectively manage their time properly. Time Management Tips Plan your schedule the night before and hit the ground running. When you’re not in control of your schedule, you invite stress to fill the void. Set and prioritize meaningful tasks to be accomplished. Whether it’s an appointment calendar or a software program, the critical first step to properly managing your time is to organize and schedule your day. Be careful not to confuse activity with productivity. For example, don’t just block off a couple of hours to make calls, set measurable activity goals to be accomplished, such as 25 phone calls per day. Identify your time bandits. Once you’ve scheduled your day, the next step in managing your time is to recognize and modify old behavioral patterns regarding the improper use of time. Avoid procrastination in all of its attractive forms. Having a planned schedule helps you say no to time wasters such as web surfing, personal phone calls, long lunches and chatty coworkers. An open door invites continuous distractions. Effective salespeople focus on task achievement rather than tension-relieving diversions. Delegate, delegate, delegate. Ineffective salespeople “play office” and hide behind paperwork. Make a smart business decision and delegate all non-sales related tasks to an administrative assistant in order to free yourself up for client appointments and prospecting phone calls. I encourage you to reduce your stress level and give yourself a pay raise by integrating these simple, yet highly effective time management tips into your daily business routine and remember, there’s no time like the present! Ef John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To receive his newsletter, visit www.johnboe.com. 44 — Exclusivefocus Summer 2011
usiness tips Using Social Media to Improve Retention by Robyn Sharp Whenever you start using a new marketing tool, there is a lot to take into consideration. How many people will see this Is it cost effective Will it help me reach my sales goals Social media can be a problem in these calculations because it tends to be harder to track. With social media, there isn’t always a clear picture of return on investment, which can lead business owners to avoid it altogether or to fail to create clear objectives. One of the benefits of social media, however, is that it can serve more than one purpose. Unlike a radio or television advertisement, it doesn’t have to be all about lead generation. Social media can generate leads, but it also serves as an excellent client retention tool. Everyone knows that retention is critical to agency success. Keeping customers long-term means larger book values, larger renewal commissions, and increased RFG bonuses. And most agencies use a variety of methods to increase their retention, including annual reviews, cancellation audits and referral rewards programs. But social media can be an extremely cost-effective and simple way to make a difference in those renewal percentage points. Read on for a few strategies to get you started when dealing with the claims process. When are you most likely to lose a client Typically, it is after a rate increase or after a bad claim experience. Claims can be frustrating because many times the agency has very little to do with the entire process. Well, social media could be the key to turning that around! Clients often get impatient because they don’t understand the claim process or feel like they aren’t being taken care of quickly enough. Many agencies simply tell clients to call the 1-800 number, which basically leaves them to fend for themselves. No wonder the client starts out feeling a little unhappy and not very loyal. Education is key to happy claim experiences and happy clients. Facebook can help make this happen. When you experience a bad storm or disaster in your area, it’s an excellent time to reach out to your customers in real time. People will be posting things like, “I’ve got to call my agent tomorrow!” or “Should I call a roofer” Why not give them some professional advice and direction Immediately post to your social media profiles and advise your clients what to do next. Here’s an example... “If you have damage from the storm, you can call 1.800.ALLSTATE to report a claim at any time. If you need to find out your deductible or have a question before filing your claim, please send an email to XXX@allstate.com and we will respond as quickly as possible this evening. Or you can call the office at xxx-xxxx when we open tomorrow at 9:00 a.m.” Summer 2011 Exclusivefocus — 45
Page 1 and 2: Exclusivefocus Summer 2011 An Offic
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