Michael Jans in • Sunday, July 25, 2010 5:00 PM •
Michael Jans in • Wednesday, July 21, 2010 5:00 PM •
So, you've decided to give this survey thing a try, how can you be sure your asking the right questions? Certainly as a "good" agency owner you are interested in your clients
feedback. But the savvy agency owner is more interested in how they
ask the feedback questions. While it is important to know what your clients are thinking it's actually more important that they walk away from the survey feeling great about their relationship with you.
Recent research shows us that what we say or write does in fact dictate future behavior. Therefore, if I say "I love doing business with Bob because he makes me feel special." I will continue liking to do business with Bob, it's called Social Commitment and it's almost as reliable as gravity. Turns out, what I say or write is binding when we know other people will see it or hear it. Make sense? So when companies design questionnaires they include questions to gain social commitment and consistency. This means long ...
Michael Jans in • Monday, July 19, 2010 5:00 PM •
I should warn you first that you already know what I'm about to tell you. For that reason, you may not want to read this blog post, I'll leave that up to you. OK, so here is what you know; relationship = longer client retention, duh right! Well what most agents don't consider is that nurturing isn't the only retention strategy and many experts would argue not even the most powerful.
Nurturing vs. Engagement
Lets start with nurturing since it is the most popular of the two, although still under used. Retention is a one way tactic, I send you a gift, mail a newsletter, send a birthday card. In my observation very few agency's do these things. Even fewer do so on a regular basis (3-6 times a year). Those that do build a relatively loyal client base that refers business and gives testimonials when asked. While nurturing is proven to build relationship with your clients it still may not be enough.
Engagement on the other hand has only recently emerged fr ...
Michael Jans in • Sunday, July 18, 2010 5:00 PM •
Michael Jans in • Thursday, July 15, 2010 5:00 PM •
At a time when the
mega-marketers are brainwashing consumers on the notion that price is
thing that matters when shopping insurance, it is imperative that you
distinguish yourself as THE MOST FASCINATING insurance agent - and
agency - in
your customers' mind.
As marketing legend David Ogilvey put it "Great advertising is simply
telling the truth in the most fascinating way." This statement is as
true today as it has ever been. You are facing marketers that spend
millions of dollars each year to convince your customers that price is
the only distinguishing factor of insurance. You must obsess yourself with standing
out from the crowd, and becoming the agent (and agency) your customers
feel COMPELLED to do business with; the one that's genuinely different,
better and unforgettable.
Join me as I interview Sally Hogshead author of, "Fascinate: Your
7 Triggers to Persuasion and Captivation." Tuesday July 20th, 9:30am Pacific time. The call is FREE so
there is no excuse to miss it.
Click here to register NOW
because this exciting teleconference will fill up.