rev up your marketing efforts

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Rev Up Marketing Efforts

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• Cole Directory• Published in 1947• Blue Book• Criss-cross directory of

addresses and phone numbers

• Today • In 2013 we delivered millions of expiring

homeowner policy leads to thousands of agents.• “Cole has enabled us to reach new

homeowner insurance prospects effectively and inexpensively.”

-- John H., Insurance Agent

Then & Now

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• Rev up marketing in three ways

• Telemarketing and direct mail tactics

• Questions

Session Framework

Greatest Show on Dirt•Practical marketing advice•“Get on the roof”•Word of mouth speaks volumes•Be active in the community

• Settled in their home. • Never really had the opportunity to research

insurance when they purchased their home.• Reach out to 60-90 days in advance of expiring

homeowner policy leads. • Successful agents:• Drop postcards, personal notes or make a simple

phone call.

First-Year Renewals

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Cold Calling Success

• Number’s Game• First 10-seconds count!• Focus on “local” in your introduction• Use your best inflection and tone• You’re calling to advise and consult, not sell• Time & day matter

Hi, (homeowner’s name), this is, (agent full name). I’m your local Insurance agent and I’m calling today as I noticed your homeowner’s insurance policy expires at the end of (month). Did you know in some cases (agency name) has/have been able to increase coverages of a home like yours for the same premium or even less than you’re paying now?

First Year Renewal Script

• Referrals provide the bulk of business.• Word of mouth

is organic in nature.Cole X-Dates can help you become more proactive.

Leverage Existing Relationships

• Neighbor search is the best way to grow book of business.

• Consider your 10 best customers:• Now ask yourself: • Where do they live?• What’s their home worth? • How long have they lived there?

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Referral Marketing

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Hi (name), my name is, (name) I’m the local insurance agent. I’m calling on behalf of your neighbor (neighbor’s name). My agency (name) was able to increase (neighbor’s first name) coverages for the same premium or even less than you’re paying now. (if true) I noticed your home is similar…is now a good time to talk?

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Referral Script

• 212 million licensed drivers in America• Cole X-Dates provides unlimited auto leads– Driver’s contact info– Vehicle make, model, year VIN and Auto X-Date*– Plus, entire Cole X-Dates benefits including:

• Home / Referral / Commercial / Life Leads / Mapping

Focus on High Value Prospects

*Beta

• Auto + house + Life + Toys = Umbrella.• It’s a win-win. The homeowner saves money

and you increase your commission. • Time investment pays off.– Customer appreciates the consultation, compassionate,

relationship-style approach.

Focus on High Value Prospects

Hi, (homeowner’s name), (agent’s name) here. I’m your local insurance agent and I hope I’m catching you at a good time (pause for answer). I was looking over your auto policy and noticed there are some potential cost savings opportunities you’re missing out on—particularly by bundling your auto and home with us. Do you want to set up a time to come into the office to discuss? Or we can we can set up a phone appointment too?

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Auto Script

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Your Agency’s Big Advantage• You know:

• The local market area.• The customer’s preference.• The product.

• You have the power:• To adjust your marketing. • Track and measure.• Figure out what’s working?

What’s not?

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• Customer care advisors:

800-283-2855Monday-Friday 8 a.m.-5 p.m. CST

Jump Start Your Sales!

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Timing is Critical•Timing: •The ability to deliver an offer when the consumer is likely to be most interested.

•Relevant: •Respond to the customer’s unique needs, desires, preferences, attitudes, etc.

•Personalized: •Tailor it to your ideal customer.