Webinar Recap: Sam Taggart

Your goals for 2020 may not have turned out exactly how you have planned and that’s ok. COVID-19 came and hit us hard and many businesses are still pivoting their plans to reach their goals. Greg Elsberry, Vice President of Business Development at Cole talks with Sam Taggart, Founder of D2Dexperts about how you can warm the neighborhood and soften the doors without door knocking.

Create a Strategy

It’s all about creating that multi-channel strategy, don’t just focus on one channel try incorporating more. Since you’re not door knocking as much, it’s all about creating name recognition and sticking out in the neighborhood. “Put a multi-channel process in place that we are going to do mailers, cold calling, emails and ringless voicemails,” says Elsberry. Taggart breaks the process down into five basic steps
  1. Get the right person. Did you know your next project most likely lives close by your most current job? By using Cole Neighborhoods, you can build a list based on your most recent job site.
  2. Break their preoccupation and introduce yourself. This is where you can incorporate ringless voicemail. By using ringless voicemail you are creating interest because you are leaving a voicemail without ringing their phone. In the voicemail be sure to introduce yourself and your business.
  3. Tell them at you’re doing and why. Remind prospects that they may have seen you around the neighborhood doing work.
  4. Pull back. Incorporate other channels that you have planned in your multi-channel strategy. Try creating an email campaign that has a follow up from your voicemail and a couple of other drops that contain testimonials or pictures of your work. Create a flyer with the services you offer and drop a targeted Facebook ad to create name recognition.
  5. Set the appointment or make the ask. This is where a couple of weeks later you should be following up on the lead. Personally, call the prospect and see if there are any questions you can answer. At the end ask if you can follow up in person.
“I am hitting them up in three different avenues. It’s like I’ve knocked on their front door, their side door, and I’ve knocked on their back door,” says Taggart.

Focus on all Leads

Don’t forget to follow up on all leads. Think of leads as two categories. Category A has the leads that are hot and they are ready to buy, while Category B has leads that take a little more time to nurture and won’t be ready to buy right away. “It’s a balance of finding people that want to buy now, but also finding people that want to buy in the future,” says Elsberry. “If we can connect and get in front of others and hit the ground running, then you’ve got people you can go knock doors.” It’s important to keep up with both leads, so when you start door knocking you can connect with all leads and it’s your name they remember and not the name that is just appearing in the neighborhood. “Data is king. It’s where you get your data, what you do with the data and how you can jam on the phones and digitally door knock,” says Taggart. Watch the complete interview here! To learn more about how Cole Neighborhoods can increase your sales funnel call 800-800-3271 (M-F 8am-5pm) or click here.

Beat Online Insurance Quote Sites

In today’s fast-paced, immediate gratification, online insurance quotes world, convincing customers that they still need an agent can be difficult. Why should customers put in any extra time and effort on something that can be accomplished from their smartphone screen without ever interacting with another person? Because you’re more valuable to them. That’s why. Agents like you are often the first call when the unexpected happens, and you have the experience and compassion that trumps a glowing screen any day. Here are three ways to demonstrate your value to potential customers.

Find a niche

You can’t be everything to every customer. That’s okay. Your time is better spent on focusing on a specific customer base. An agent in Texas partners with a large corporation employing hundreds of ex-pats. He was the go-to agent for auto and renters insurance for people brand new to the US. He knew the ins and outs of insuring brand new US drivers and finding all discounts that were available to them. For you, it might mean finding an office space near a car dealership or partnering with an apartment complex to be the go-to person they refer new renters to. Find a niche and be the best at it.

Go above and beyond

Personal touches can make a big difference. What if you sent cookies to your home insurance customers each year around their renewal? Or an air freshener to your auto customers? In our social media-saturated world, those extra efforts can make a big impact. It only takes a few customers sharing on Instagram the delicious chocolate chip cookies you sent, for others to take notice. Their insurance company isn’t doing that, especially if they don’t have an agent. Take that, computer. Don’t underestimate the value of letting your customers market for you. According to Inc., customers are more likely to trust word of mouth than traditional advertising.1

Be an expert

The average customer really doesn’t understand the coverage they need. While an online quote is efficient, it cannot provide personalized expertise. You can, which is precisely why people need agents. When it comes to protecting our lives, families, and assets we need real knowledge and experience. Most people don’t need full coverage on that 1987 Honda Civic, and they need you to explain why. The world is changing by the minute, but faster isn’t always better. With a little effort, you can prove your continued worth in the evolving marketplace. Don’t find yourself locked in a battle of wits with online quote sites. Download our free Business Plan Health Check to help discover opportunities to make your agency stronger. 1https://www.inc.com/nicole-carter/jonah-berger-marketing-word-of-mouth.html