Selling Value

We are all taught that to close a sale, you must ask for the sale. But asking for the sale and obtaining the sale are two different animals. Many an agent has “winged-it” and hypnotized their client with their charm. Others simply try to sell the lowest price.

Unfortunately, that only goes so far.

In order to be a successful Farmers Insurance Agent, your client must perceive a value in your services. What follows are some suggestions which may help you close more sales and provide value to your clients.

1) Be Competent: Does that mean you have an answer for every client question? No. Rather, that you are capable of finding out the right answer and secure enough to let your client know what you are going to do for them.

2) Be Prepared: Your client’s time is valuable, so is yours. Therefore consider using an agenda for every appointment. You are a professional and an agenda will keep your sales presentation on track and keep your client involved in the process. However, be prepared your client may want to circumvent your agenda!

3) Educate your client: Concentrate on ways to educate your clients by broadening their understanding. Most agents never explain how a client’s policy ‘really works’. Therefore, take the time, your client will thank you.

4) Discover your Client’s Needs: How many times do we assume what someone wants without ever qualifying for their needs? Take an interest in your client and it will pay dividends.

5) Offer a Quality Product: Today’s customers want confirmation that what they buy today has lasting value. And they want to make sure that those who sell it and make it are going to be in business when they are needed. We know that Farmers will be here for the long haul. So ask yourself, does your agency offer quality and value? What can you do different?

6) Be Patient: Take the time to answer questions and objections. Show genuine interest and work for the customer. Remember, an objection usually means that your client has an interest in what you are selling. Your challenge is to develop that interest into a sale.

Now that you have started your career with Farmers Insurance, you will begin to build a vision for your future agency. What will set your agency apart? How will you be different? Will you be an order taker or a value maker?

Jeff Kingry

District 65 Training Classes: Agency Development is critical to the growth of your agency.
Below you will find a summary of the various training classes currently planned for District 65.
*Note: Due to space limitations, you must RSVP if you or a member of your staff will be attending a training class. You may either call the contact person or simply click the E-MAIL next to their name and notify by via e-mail.

**District 65 Meeting September 26**
Please Click Here to sign up for one of the following meetings::
9:00am-12:00pm or 1:00pm-3:30pm

Agency Staff Training: Agency representatives must be given a first-rate education in a full range of subjects in order for them to become a viable member of an agency team. In order to assist our Agency Managers to become profitable centers of distribution, District 65 is currently offering the following Agency Staff Development Training.

For: Agency Staff, Producers and New Agents.
When:Every Tuesday from 1:00 to 4:00pm
Contact: Janna in the District Office. Click here to register now!

Sep. 18 - Oct 16: Fire/FPPS- These classes (4 weeks) are very helpful and detailed to a staff person for understanding the Fire (Property) business. Subject matter includes: endorsements, rating, acceptable risks. In addition, the FPPS class is very similar to the APPS class covering items such as quoting, rating, new business and changes to existing policies.

Oct. 23: Umbrella Coverage: This course will give you information on risk assessment and help you identify those insureds who may need a Personal Umbrella policy. This type of policy forms an "umbrella" over a broad range of other liability insurance including personal liability.

Oct. 30: Flood Insurance Coverage In this course, you will learn about the National Flood Insurance Program, which is a Federal program enabling property owners in participating communities to purchase insurance protection against losses from flooding. This insurance is sold through Farmers Insurance.

Commercial Training:

For: Agency Staff, Producers and New Agents
When: Every Thursday from 1:00 to 4:00pm
Contact: Missy in the District Office. Click here to register now!

Sept. 20: Artisan Contractors - Basic understanding of the Artisan Contractor program requirements, applications, forms and quoting.

*date change* Sept. 28, (9:00am-12:00pm): BAP and Auto Trades - Business Auto Policy and the Automotive Trades Industry overview. We will include applications, forms and quoting.

Oct. 4: W/C, Umbrella - **Cancelled** Will be rescheduled. Times and date to be announced.

Oct. 11: Overview and Bonds/EPLI -Guest Speaker Larry Monahan will be here to do a basic overview of the above mentioned programs.

Oct. 18: Business Flood/ Business. Life- Guest Speaker John Steward and Jeff Hastings will do a presentation of Business Life Insurance. Time permitting, we will do a quick overview, or review of things going on in the industry not already discussed above.

Reserve Agent Training: The Reserve Agent Training Program will provide the new Farmers agent with a basic understanding of personal lines insurance, including Homeowners, Automotive and Life Insurance. In order to insure the development of a Farmers agent’s goals and dreams, Farmers has also developed the Client-Focused Marketing Program. The CFM Program will provide the new agent with the skills and knowledge needed to build and maintain a financially rewarding and successful Financial Services Agency.

For: New Agents and Producers
When: Every Tuesday from 6:30pm to 9:00pm
Contact: Jeff Kingry in the District Office. Click here to register now!

Sep. 18: Introduction to Life Insurance – This first class will introduce you to Life insurance concepts and a basic understanding of various Life products such as annuities and financial products.

Sep. 25: Life – Term Insurance

Oct. 2: Life– Universal

Oct. 9: Life– Whole Life

Oct. 16: Life – Farmers Premier Whole Life/Juvenile Whole
Life/Need Analysis.

Oct. 26: Life – Annuities and Tax Payer Relief Act

Oct. 30: Life - Application Process