Is Our Coaching Program Right For Your Insurance Agency?

1. How many different selling methods do you currently do/use ?
a. 1
b. 2-4
c. 5 or more

2. How many formalized, referral-generating systems do you have working right now that everyone in your enterprise uses and follows?
a. None
b. 1
c. 2-5
d. 6 or more

3. Is the average number of referrals you get every month going up or down? Growing or dropping?
a. Down/dropping
b. Up/Growing
c. Not Sure

4. Do you know what your retention rate is and why they stopped buying from you?
a. No
b. Partially
c. Yes, in both cases

5. Do you have retention reduction or client conversation programs in place to minimize inactive or non-growing buyers?
a. No
b. Yes

6. Do you know what your retention rate is and what they stopped buying from you?
a. Yes
b. No
c. Yes, in both cases

7. Do you have comprehensive databases of your prospects and clients that identifies everything from names, ALL current contact info, type of buying, what they buy, what they didn't buy, where they originated from, etc.?
a. Yes
b. No
c. Yes on all issues

Some of this might be review, but if the fundamentals are not part of the systematic daily function of your agency machine, then lots of opportunity is being missed (and money is being left on the table)

8. Do you know exactly where all of your business is coming from and how to stimulate more people from those specific sources to purchase from you?
a. No
b. Yes

9. Do you have a reliable SYSTEM of collecting and creating client testimonials and success stories, using at least 3 different methods?
a. No
b. Yes

10. Do you effectively and powerfully use your testimonials in all the marketing, advertising, and sales efforts you do?
a. No
b. Sometimes
c. Yes, always

11. Do you have respected people in your target markets, and industry who unheedingly endorse you and your company?
a. No
b. Yes

12. Do you repeatedly test headlines or their equivalent (i.e. opening sentence of your presentations, phone-in-sales calls, telemarketing scripts, email subject lines, etc.)?
a. No
b. Yes

13. If yes, how many different headlines or their equivalents have you successfully tested in the last 12 months?
a. 1
b. 2-9
d. 10-20
d. 21 or more

14. Do you have a systematic, ongoing follow-up system you put into action for every prospect and first-time buyer you acquire?
a. No
b. Yes

15. How often do you follow up past clients by phone, mail, e-mail, or in person?
a. Never
b. Once every six months
c. Once a quarter
d. More often

16. Do you know your allowable cost of acquiring a new prospect and/or client? If yes, do you invest up to that amount in your marketing efforts to acquire new buyers?
a. No
b. Yes

17. Do you have a progressive backend system? Meaning you keep a logically documented system that either upsells clients ongoing quantities of your products and services or you keep adding new additional backend products and services to the sales cycle?
a. No
b. Yes

18. If yes, how many different progressive, backend products and services do you offer that your team is well-trained to offer?
a. 1-2
b. 3-9
c. 10 or more

19. How much time do you invest in marketing (working ON your business) versus working in your business?
a. Never
b. Once a month
c. Once a week
d. Daily

20. Do you use a bold guarantee/risk removal to close sales and differentiate your business from your competitors and all others?
a. No
b. Yes

"Knowing your destination is all you need to get there" Keep going, you are doing great!

21. Do you have a continuous way to build a growing prospect/client email list?
a. No
b. Yes

22. How often do you send quality emails out that provide a benefit to your list, that are mostly educational/contact-based and not merely self-serving?
a. Never
b. Infrequently
c. Monthly
d. Bi-weekly or more often

23. Do you do effective (meaning successful at both attracting and then converting) search engine optimization that builds more prospects, buyers and business productivity?
a. No
b. Yes

24. Have you and all the people who have contact with your prospects/clients had formalized strategic consultative/advisory sales training?
a. No
b. Yes

25. If yes, how often do you retrain and advance their skills in this all-important revenue-generating factor?
a. Never again
b. Yearly or longer
c. Every six months
d. Monthly

26. Do you hold, run, or do special events such as seminars, new product introductions, open house promotions, co-company promotions, private sales, meet-the-management events, meet-the-company events etc.?
a. No
b. Yes

27. Do YOU personally talk to your buyers, prospects, and clients from time to time to learn what they want and then build relationships with them?
a. No
b. Yes

28. Do you regularly shop/buy from your competitors to see what they do differently or are doing that your company doesn’t do?
a. No
b. Yes

29. Do you have a written marketing strategy and tactical implementation plan you continuously apply and follow?
a. No
b. Yes

30. If yes, do you regularly monitor and measure results and performance of every element of that plan and adjust, replace, or improve areas or activities whenever performance drops or does not exceed specific targeted benchmarks you’ve established?
a. No
b. Sometimes
c. Yes, always

31. Do you know the Top 10 objections prospects have about your product or service?
a. No
b. Yes

32. Do you and your team know the answers to those 10 cold?
a. No
b. Yes

Thank you for taking our marketing self-assessment. We have computed your results. Put in your name and email address below so we can email you the results.