Insurance Journal's Academy of Insurance
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The first 30 days after the sale is the most vulnerable time for your new client. They will experience buyers remorse, fear of the unknown and guilt for firing their agent. Learn how to prevent new customer defection.
We’ve sold our way into a new client, the battle is won, and victory is ours.
Not so fast.
The first 30 days after the sale is the most vulnerable time for your new client. They will experience buyers remorse, fear of the unknown and guilt for firing their agent. Many lost clients have been exhumed from the grave by seasoned pros who never give up. In my neck of the woods, we call this “shark time” The gloves come off and the normal rules of engagement go out the window. Literally, the old incumbent agent has nothing to lose.
Shark proofing is a 3 step process that insulates your new clients from the come back attack of the incumbent agent.
In this Webinar, you’ll learn the 3 I’s of shark proofing:
Insulation: Three first 3 things we say to our new client after the sale to mentally prepare them for the come back attack of the fired agent.
Investment: The more a person invests in something, the more invested they become. Learn the process to get your new client fully invested immediately after the sale.
Influence: Immediately after the sale, our new client must receive 3 phone calls. Who makes the calls? Why do they make them? And what do they say?
Using the 3 I’s will weave an nearly impregnable defense, against the old incumbent, and shark proof your newly won clients. You might want also to try using his process with your existing customers, it’s a great shark repellent.