We are fortunate to advise still in swamped status because of high impact. Net profit last month up at least 251% over same month prior year. My
biggest problem is what do I do with the money so Sam doesn't get it. Time is still a large challenge but nothing in comparison to what it was one year
ago and was for more than 12 years when I did nothing but waste time. I feel more organized and in control than ever…The numbers are in and they don’t
lie –
-
Record number of new apps in July: 71
-
Personal Lines new volume: $52,977
-
Commercial Lines new volume: $68,272
We are focused because we have a source that helps us keep our priorities straight, writing profitable new business, weeding out the unprofitable and
having fun.
Mike StromsoeStromsoe Insurance CompanyTemecula,
CA
24% growth year after year! Money's great... the systems make it work... QC has transformed my agency!
Dennis Zubler
Hornafius Insurance Agency Inc.
Elizabethtown,
PA
In 2007, we utilized Quantum’s Ultimate Agency Blueprint and Nurturing Calendar to map our strategies and identify marketing plans for accomplishing our goals. We attained $1.7 million in premium growth during a soft market while increasing revenue by 23% and profit by 62%. We also rolled out a successful niche program and were able to dominate the market by more than 70%.
In 2008:
We added another million dollars in premium.
We now write in 32 states.
DOMINATE three ag niches nationally.
Wrote 76% of North Carolina Growers Association.
Added $256,000 in PROFITS.
Profits up 98% since joining QC two years ago.
Grown 37% on the top line.
Retention up from 89 to 93%.
Cross sells up 27%.
And did all this while cutting staff and slashing my hours in half.
Jimmy McElreathFirst Pioneer Insurance AgencySouthern Pines,
North Carolina
You see, in 1995 I purchased a small agency and for ten years I grew the business working 60+ hours per week, taking little time off and when I did I would return with stacks of work thus, dreading the next "break".
When I was on the brink of exhaustion & burnout I hear Jans message - MORE CONTROL, MORE TIME OFF, MORE MONEY. I am so HAPPY I stopped to listen.
I joined Quantum Club in May of 2005. Since then, my life has TRULY changed. I honestly work 20-24 hours per week ON my business, take no calls when I'm away from the office, return with VERY little on my desk, and take nearly EVERY Friday off. My staff wants me out of the office - they know when I am, I drive business to them and THEY make more money. I play with my children, take time to run, spend time with my aging parents, and do all this while my bottom line grew nearly 70% last year. No kidding.
It is work studying Quantum Club material. It takes commitment to implement and commitment to CHANGE your way of thinking. It takes FOCUS & MASTERY. BUT, if you become a student of Quantum Club, I can attest that IT WORKS!
I've planned my Lifetime Days this year in advance - I've calculated 50 Fridays, a week to Yellowstone with my family, another week skiing, long weekends boating, hummm, that's over 13 weeks off.
Wow, what to do with all my free time? How about a second business venture - yee ha - LIFE IS SO GOOD!
In 2008:
Retention up from 95% to 97%.
New biz commissions up 98%.
New apps up 54%.
Opened a new office.
Took nearly two months of work off...taking care of family.
Work less than 20 hours per week.
My agency has over 3800 policies in a town of 2,000 - and a county of 13,000.
Thank you, Michael, for MORE CONTROL, MORE TIME OFF, & MORE MONEY and thanks for PEACE, my friend."
Sherie D. LakeLake Insurance, Inc.McConnellsburg,
PA
Quantum Club has helped us achieve our best year ever, as it has caused us to change our address. Since marketing is a state of mind, we are now living in a new state. Quantum Club has moved our way of thinking from working in the agency to working on the agency. It works! The marketing mentality that has become a part of all of our thinking has caused a great deal of good things to happen around the agency, in all departments, top to bottom.
2007 has been our best year ever as it has been a real transition year. It was this year that our marketing began to pay big dividends in all departments:
108% Growth in Niche Market…with National Endorsement Life & Health department hit its goal for 18 straight months.
Crop department marketing two new products with the Pasture, Rangeland & Forage policy and Livestock Risk Protection policy. Both have generated about $550,000 in premium dollars.
Purchased a book of business from another crop insurance agency. The Personal Lines department most aggressive department in seeking new business. Clients are being added rapidly by using robot marketing.
1100 Leads from one marketing campaign!!
Anticipate sales in the Commercial Department to exceed $7,000,000 and the overall agency to exceed $12,000,000 in sales.
Total income should exceed $1,500,000 for the year, which in fact would be our Best Year Ever!
Gordon SorrelTexas Insurance and Financial ServicesElcampo,
TX
In 2007:
Commissions up 25%
26 hour average work week with 39 days off.
Retention up 7 points!
Referrals up 43%!
Sold an 87% (you read that right!) rate increase - and had clients feel grateful!
A cross-sell campaign that brings a 10:1 ROI!
A staff contest that generated a 4:1 ROI - and got them to achieve goals they never dreamed possible!
Ed CantuEd Cantu Insurance AgencyCorpus Christi,
TX
Your training is unmatched in the insurance industry. The ability to ‘pull back the curtains’ and see the inner workings of the most successful agencies in the country is worth the small investment.Quantum Club has revolutionized how I approach my agency. All of the tools are not in place but we are moving toward a Quantum leap in how we do business.
Jerry KennedyJerry Kennedy InsuranceColorado Springs,
CO
I know that I am not the sharpest knife in the drawer, but I do know enough to listen to leaders in this industry; am I ever glad that I did! I applied just some of the ideas from the Quantum Club regarding marketing and I thought you would like to know some of the results.
My policy count has increased 38% in only 10 months! And my response rate to direct mailers went from 2% to over 7%. This program literally means thousands of dollars to my bottom line. Need I say more?!”
What is really exciting is new applications policy count is up 46% representing an incredible 256% increase in premiums!!!! JUST UNBELIEVABLE. I just can't wait to take action on some of the other ideas. A BIG THANK YOU!!!!
Dennis HamsherAadvantage Insurance GroupYork,
PA
Michael…thanks for: Life: more time off (5 weeks) than ever to experience magical moments with my family/friends. Business: increased net income by $100K using HIM(high-impact marketing). It all came from my existing clients! Quantum Club: the ultimate brain trust! Nowhere else can you get the trusted insights of America’s savviest insurance agents. Thanks a million for giving us each other!
Sean McCreary
M3 Insurance
Tracy,
CA
After working with the Quantum Club for about 3 years, I find it is the best business decision I have ever made. My agency is producing twice as much as three years ago with half the hassle. We are now on track to really turbo charge to the top of the heap. Even in this tough market I feel confident we can not only survive, but thrive. How can we miss? We have daily contact with the world's best marketers, the best mentor, and the best material on the planet. Thank you.
Phyllis RyserCountry Side Insurance Services, LLCHoney Grove,
TX
- Revenue up 57%
- Premium up 61%.
- Retention up an unbelievable 17%.
- New client growth up 62%.
- Policies per client up 11%.
Joel ZwickerA.A. MunroNew Minas,
NS
A few short years ago, another agent shared some unusual marketing secrets that he vowed would put more money in my pocket, give me more control over my agency and give me more time off to spend time with my family and the other things that mattered most to me. I was skeptical. But at that point, my agency was “stuck.” We were growing at a snail’s pace. I was burning out from painfully long hours. And I never thought I’d pull myself away from the miserable grind of everyday agency management. So I decided to start with one of his ‘secrets.’ The rapid income boost simply blew me away. Then I added another, and another.
And here’s what’s happened to my agency in the last few years:
- 1999: 7 employees
- 2004: 20.5 employees!
- 1999: $500,000 revenue
- 2004: $5,470,871 revenue! (That’s 1100% growth in just a few short years!)
- In short, I’ve got the best of all worlds. A steady stream of new clients from multiple sources. Higher retention. More policies per customer.
- Income that keeps growing while my work hours keep shrinking. (Isn’t that what every agent dreams about?!)
- In fact, in my small town of Hancock, NY, we write insurance for over 9,000 clients (we’ve only got 2,000 in Hancock!) and write over $27,735,600 in premium!”
I just wanted to drop you a note to personally thank you for all you have done to help grow my businesses over the past eleven years. As you know, since getting involved with Quantum Club, I've gone from working 100 hours each week to semi-retirement all while my agencies continue to grow, I buy more agencies and spend about 40% of the year in the Caribbean. It's been a nice ride, and it never would have happened without the time management tools, marketing strategies, business strategies and trusted advisers I have gotten as a result of Quantum Club. If more agents knew our secret, our industry would stand a much better chance of fighting off direct-writers, internet sellers, and aggressive lizards. Those of us who pro-actively work on our agencies will be the leaders and survivors. Your membership will be among those agents. Thanks again, and I wish you and Teresa, as well as all of the team at IPS a prosperous and happy new year.
PS. My Safeco rep Bob Williamson, just emailed my 2010 results. We grew 324.4% and had 39.2% loss ratio with them last year. those numbers come directly from the marketing strategy you taught me. I can't imagine how good those numbers would have been if some short-sighted middle manager at Peerless had let us keep our commercial lines book instead of telling us "we have too many wholesalers." (We wrote over a million in new commercial lines premium in one year prior to that!)
John MasonJN Mason Agency IncHancock,
NY
Our retention rate went up over 5 points in one year. It was 84.78 last year. This year our retention ratio is 89.27. What does this mean to our bottom line? Try $25,000. The state average for the company’s agents was 86%. We outpaced the average by 3 percentage points. This stuff works.
Tammy LesueurBancorp InsuranceLaPine,
OR
If you had met me in 2004, pre-Quantum, you would have described me as a fairly typical personal lines agent. I started my agency in 1977, representing a well-respected, preferred only, regional insurance carrier. The agency grew one-policy-at-a-time as I tried balancing my family obligations with my business. My clients expected me to be available to serve them, I was working far too many hours to satisfy this expectation, and my future growth prospects were limited.
Quantum membership changed everything! I learned how to break out of the sole-practioner role and develop systems for every task and role in our agency. We restructured staff responsibilities around each person’s “Personal Gift.” Quantum tools are actively utilized for improving time management, client nurturing and marketing.
We’ve discovered that clients are hungry for information and relationships – but that these services can be delivered in multiples using zipdrip, newsletters, postcards, targeted letters, and occasional surprise gifts. Our client nurturing and cross-selling efforts have dramatically improved retention and profitability, resulting in contingency bonuses that added 23% to agency income in 2006.
Educator, earthquake, condo unit-owner, and engineer niches have allowed us to maximize the return on our marketing investment. We have developed our ‘5x5x5’ roadmap for the future, which will double our agency size within 5 years. As a 30+ year personal lines agency, you will not see triple digit growth in our BYE numbers. We are in this game for the long-haul, and we are building a solid foundation of profitability and growth. Joining Quantum Club has to rank as one of my best business decisions! Here’s to another 30 years of success!
In 2007:
- Increased monthly new business production by 48.5%
- Averaging over $600,000 per year in Personal Lines new business with only 2 Customer Service Agents. Two national personal lines carriers have recruited & appointed our agency, and several others are begging us to accept appointments.
- Increased revenues in the last year by 13.2% in spite of a 5% rate reduction by our largest (70% of volume) personal lines carrier.
- Increased profits by 14.1%.
More time, money and control! Every insurance agent dreams of the day that their business can run on auto-pilot and they will have the time and money to expand their horizons. Thanks, Michael for sharing the tools to put these dreams within our reach.
Claudia McClainMcClain Insurance ServicesEverett,
WA
“In 2008, our million dollar commission agency boosted revenue by 39% - and, incredibly, slashed our expenses by 14%”.
Lori AugustyniakHorizon Insurance and Finanical ServicesBradenton,
FL
Dear Michael-Thank you for your friendship, your enthusiasm, your time, your talents and mostly your never ending quest to improve our businesses and our lives. You never stop trying to enhance our strategies, celebrate our success stories and shape our agencies into non stop selling machines.
I have seen first hand what it can do for my business and more importantly my life. I have had my biggest year ever in new business sales this year with $143,835 in new business commission written…Guess what, I’ve also taken more time off than ever before. Over six weeks of vacation.
I expect to grow by another 25% next year and I plan on taking eight weeks off. Learning how to maximize my time and efforts has enabled me to make more money, lots more, see my family more and spend more time doing the things I love. The Quantum Club is a must for any agent that wants the most out of their life.
Shaun IrwinAnderson AgencyMinneapolis,
MN
Once applied and executed, the tools Quantum Club provides are truly remarkable. I have spent that last 2 weeks implementing the Quarterly Roadmap, Quarterly Review process (building an A team), and have been going thru Agency Acquisition bootcamp package. These tools are truly amazing. The timing of implementing all of these tools at the beginning of the new year couldn’t be better! As you can tell I’m fired up and it’s because I feel that someone’s reading my mind at IPS when they develop these tools and they were built especially for me based on where I am with the agency at any particular point. Keep it up! This is truly changing my life and our agency!
Rusty PrewettResource Insurance Group, LLCBirmingham,
AL
I had bypass surgery 9/09 and was contemplating leaving the business. Too many hours and stress with non-competitive rates. Joined 3/2010 increased production 50%, increased retention to 93% made all my company goals plus a 6 figure bonus.
I would like you to know that Best Quantum Club is the Best investment I ever made for my agency. Production is way up and well as Customer Satisfaction. Made all my production goals a month ahead of time and that's after being way behind in August.
Your CSR Mastery program will be utilized every year as the Program changes the mindset on what is truly possible by implementing the lessons taught in the Program. Can't wait to receive my Summit in a Box. I'm sure I will obtain Ideas that will be of enormous value for my Agency. Looking for 2011 to be my best year ever.
Guy DiGiacomoAll State InsuranceBrookhaven,
PA
I became a member of QC in 2007... I didn't have a plan on how to make the agency grow but I knew deep inside there was something out there.
Something crazy like me. A lot of new members question, "does this stuff really work?" Well, here's a recap of what my team and I have accomplished with just ONE insurance company:
Travelers Insurance
2007
Written Premium: 15,133
Retention: 75%
2008
Written Premium: 325,497
Retention: 91.6%
2009
YTD Written Premium: 1,177,975
Retention: 96.7%
How did my team and I accomplish this?
- Implement Quantum Club Principles
- HAVE GOALS!
- DEVELOP A PLAN - this includes your entire team (including the receptionist)
Glen AgoncilloHMBD Inc.Long Beach,
CA
What Quantum Club tools have been instrumental in helping me to purchase my first agency? Gateway Discovery Process. I had to know where I was before I figured out where I wanted to go. 30/60/90 day action planners. I use these all the time-they're my to do list. Process Designers -HUGE HUGE HUGE.
Over the last several years my Agency has literally done hundreds of process designers and we have them cataloged and available. THIS ONE THING has saved me countless hours. When someone doesn't know how to do something, the first question always "Is there a process designer for that?" usually there is, and then they can do it and I don't have to spend my time teaching it to them, AGAIN.
I'm so grateful to Quantum Club, Michael, and all the generous members of this community who have helped me transform my life and my business!!!
Thank you Quantum Club!
Chris KleinKlein Insurance AgencyEagle Bend,
MN
I agree that we are in a very soft market. However, because of Michael Jans, IPS, and Quantum Club we are having one of the best growth years we have ever had. I was a little disappointed with July which was our lowest percentage commission growth month of the year with 15.5% growth. It brought our year-to-date commission growth down to 26.4%. You are aware that we were short staffed the previous two years due to employee accidents. However, we still had commission growth of 10.2 and 12.3 respectively. The only way this has happened is because of what Joe and I learned and implemented from Michael Jans, IPS and Quantum Club. I believe we have a realistic shot of achieving 30% commission growth by the end of this year. Next year will be even better. Thanks and have a great day!
Dennis ZublerHornafius Insurance Agency, Inc.Elizabethtown,
PA
I have to admit…I was a bit skeptical when I started getting emails about signing up with Quantum Club. You can’t blame me for being a cynic. Like you, I get calls from solicitors all the time promising that they will help us grow our businesses overnight. But there was something special about the email message I received that morning in December from Michael Jans. It seemed very genuine and it struck a nerve with me. I decided to register for the Quantum Club free webinar that was taking place that same day.
Boy… was I impressed! In the webinar, Michael interviewed a long-time member about how his business had grown dramatically using the marketing methods he learned from Quantum Club. After watching the webinar, I couldn’t wait to get more info so I called the 800 number and soon after was speaking with one of the very professional Quantum Club advisors who explained how it all worked. They made it so easy for me to try it out (no obligation…no long time commitment). I couldn’t resist. Within a week after signing up, I was already using the marketing tools that are available on the Quantum Club website.
With what I have learned from Michael Jans and Company, we have made several changes in how we do our marketing, cross selling, and staying in touch with our customers. Fast forward a few weeks…. I just returned from my first Quantum Club seminar in Tuscon, AZ. What an awesome experience that was! I got to meet other seasoned Quantum Club members and sat in on some amazing “mastermind” sessions. As I told my business partner, if we can implement only one of the many things I learned, the cost of the trip and yearly membership will more than pay for itself. In closing, joining Quantum Club has given me a whole new perspective on how to make my business more profitable. These are easy changes to make and will be well worth the effort.
To cut to the chase, if you want to grow your insurance business, you have to learn how to “market” your agency better than the competition. Quantum Club gives you the tools to do just that and much more. Plus they do it in a way that is fun (did I really say that?) and will get you excited again about being in this business! Thanks to Michael Jans and Quantum Club for all that you do. They are the best mentors you could ever ask for.
Larry Lapkin
Aegis Insurance Market
Truckee,
CA
I started an agency from complete scratch, not inheriting a book, not transferring a book, not any of that. Using Quantum principles and all the ideas and various things it’s caused my first year to be a knockout. It’s been an absolutely awesome 1st year and production through the roof: life, health, personal lines, commercial lines, and ancillary products. It’s been wild! I’m looking forward to year 2 and 3 and see how big this thing can get. Just want to thank you for all the help for all the wisdom and guidance and for the road map.
Tom Davenport
Blue Marsh Insurance
Elverson,
PA
It is a funny thing… all these years I thought I was a pretty good insurance salesman…. But I have to say adding Quantum Club concepts to what I had developed on my own has turned this into an unbelievable story… I have never sold so much so fast…. Just plain “WOW”….
I haven't worked a full week yet this year either! 3 days a week is about as much as I have had time to work... I actually like it this way... instead of not having time for family, and fun, I don't have time for work...! Boy that is a change!
By the way I have also personally sold more insurance than I ever have, 4 times as much as my prior best year! plus my office isn't doing too bad either. twice their normal sales... work less make more... We adopted the Process Designers from Quantum Club a little over a year ago... I assigned it to my 3 dept heads, and they handle it...
Grant DavisGDI InsuranceTurlock,
CA
We used to be a 'traditional agency' that waited for things to happen. Not any more! Retention's up from 86% to 93.6%... profits up 66%... QC's a terrific organization!
George Chernowski
Coppola Insurance Agency
West Seneca,
NY
"Our agency's grown tremendously since joining QC - don't hesitate... join NOW!"
Gordon Sorrel
Texas Insurance & Financial Services, Inc.
El Campo,
TX
"With QC, I'm around winners... this is a great place to grow your agency!"
Ruth Stroup
Farmers Insurance Group
Oakland,
CA
Bruce Baltich
State Farm Insurance
Orlando,
FL
The CSR Mastery program has been great for our entire staff. Even the members that have already participated. I would like this program to be a part of our training and requirements at all times (even after completion). I think that it is a great tool, and refresher for everyone on how they can continue to be better at their position. Thanks again,
Jerry JohnsonMonte Johnson InsuranceKlamath Falls,
OR
Our new business has increased by 35%, I have received 52 referrals and our closing of inbound calls is now well over 90%.
Being a member of the CSR Mastery Program has made me a better CSR because I'm more successful than ever doing my job. It's helped me realize what being a CSR is really all about - it's not just pushing papers! My job feels so much more exciting now; I actually enjoy the sales aspect of it, without feeling that I'm a sales person.
Helen MuGuireFrimark/Keller & AssociatesPark Ridge,
IL
I have increased my cross sales 42% which I am very proud of. I have rarely written a raw new auto policy without writing another line this whole year! I feel more comfortable cross selling because I am providing the best service and protection for their needs. Ive had clients say, "wow you really are a salesmen" - but my response is different now. I used to say, something like, "well that's my job".
Now I say "I care about my clients and want to make sure they are protected in every aspect of their lives, or I havent done my job."
With my training, we have revamped our referral program and made it more of a routine to ask for referrals.
Amanda HansenBeth Bettger State FarmLakewood,
CA
I started working in the insurance field in 1984 so this is my 27th year. I have been at GSM Insurors since 2000. After all these year being in this industry, I think the CSR Mastery Program has given me new selling
tools & has helped me communicate much better with my clients.
Its always been most important to me that my clients have the protection they need & this program has given me more confidence with cross selling & the ability to make sure the client is protected. According to my records, my numbers have increase 30% to include referrals. We have recently started a referral program. My inbound calls have increase 20%. I am love the Persuasion Cheat Sheet & I have found using just the right words has made such an impact on my clients.
Barbara DominguezGSM InsurorsRockport,
TX
I can say that the ease of asking for referrals and cross selling opportunities has greatly increased. My communication with clients and prospective clients is more focused towards sales, cross selling and referrals thanks to the CSR Mastery program.
Diane Coutts
AAG Insurance
Chehalis,
WA
I have heard “Wow” often this year. I find that giving the client credit for the value of their time brings the best results. The more complete I can get the documentation before a meeting, the more contact I can make with the mortgage company or bank to share information (eliminating the client having to factâfind for me), the more prepared I am to take care of them quickly… the better the response from the client.
Since the CSR Mastery class I have produced 75% of new business applications! They had to hire me an assistant!
John O'BrienVermost & AssociatesLargo,
FL
I am now able to feel I am truly providing a much needed service to clients when cross selling to them. My referrals are increasing by about 4% which from the particular book I have, is excellent. I have been 15% more successful at closing inbound calls. 2009 no cross sales or referral as new to the book. 2010 all sales are 80 % cross sales and referrals up 4%.
Nancy Banert
Bow Valley Insurance
Calgary,
AB
The CSR Mastery program has provided me with a different perceptive on how I do my job. It has given me the tools that not only help me but my clients. I listen to the customers concerns without interrupting them. I repeat it to them from my understanding to ensure we have clear picture of the goals at hand to properly protect them.
In short I have increased the number of policies per client, my Sales are higher; My referrals have increased and my Cross Sales are up because my confidence is at a all time high! I am a Personal Lines Specialist who works smarter not harder because of the CSR Mastery Program. Thank you for the tools that have made me a better Agent & person.
Connie LehmanHorizon InsuranceBradenton,
FL
I am now a team leader instead of just a participant! My sales have doubled (used to be 20-25 per month; now are at least 40 so that’s at least 90% increase. Referrals used to be 1-2 a month; now are at least 5 a month! That's at least 100% increase overall. Closing rates have doubled; due to my confidence and one sentence that I keep on my cubicle wall "Can I take care of this right now for you?" IT WORKS!!! And last but not least; retention used to be 67% now its 95% multiline.
Dorothy BowlinABM Insurance and Benefit ServicesHouston,
TX
The only way I see that we accomplished this, is because I had a staff of wonderful CSRs helping me out and implementing all the things I was learned in the CSR Mastery. Most of our referrals are coming from word of mouth because we have become so efficient, everyone wants a bite! I would easily say I am closing nearly 90% of inbound calls. There is hardly a call or visit from a client that I am not cross-selling and securing that account for a long time to come.
... my best year will be 2011 and then 2012 and then 2013. If you think your best year was this year, it doesn’t help to create that need for setting goals as high for 2011. Yes, I obviously did much better in all areas to increase my production by 50%! I am very proud, but I will be more proud in 2011 when I double my production again. CSR Mastery gave me the tools and insight on how to do this (as it was accomplished in 2010 already). Thank you - great course!
Katie KeastDell's Insurance AgencyAlamosa,
CO
I am cross-selling on every call now; before CSR Mastery I would provide service to the client for what was being asked for but not focusing on providing more value by cross-selling another line of business our agency offers. This has allowed me to contribute to the growth of the company, I am creating well-rounded clients.
Before CSR Mastery I referred one client to our Health & Life Insurance department. Since finishing the CSR Mastery Program in May 2010, I have referred ten clients for Health or Life Insurance. This is ten times better in two months then I completed in the fourteen months previous to that. I am also advising all my clients about the Rewards for Referral program our agency offers, previous to the CSR Mastery program I would advise them much less often.
Melissa DroverCooke InsuranceCharlottetown,
PE
I have learned how easy it is to ask for cross sales and referrals. In the beginning of the program, I gave myself an 80% on the number of calls that I go above and beyond the call of duty to make a customer feel special. I now feel that number is 95%. Knowing that changing the tempo, volume and pitch in my voice to match that of the customer has greatly increased my relationship with many clients that I had difficulties with in the past. All in all, the CSR Mastery Program taught me that there is always room for improvement.
This past year was my Best Year Ever as I now have the tools to achieve all of the goals that I have for myself and that my manager has for me. My sales were okay before, but they have greatly increased thanks to the CSR Mastery Program. To more than double my sales in one year is quite amazing.
Peggy DuffyPropel InsuranceTacoma,
WA
I also have more than doubled my referrals. Increasing cross sales. Every day I try to cross sell a new prospect, or current customer. My ratio for closing is 50%. Closing more inbound call. On average I get about 10 new calls every week and close 50-75%. Getting more referrals: I have increased my referral by 75%. Wow experience. I pride myself on delivering a wow experience. I give 100% to the wow experience.
I have found all four of the tools presented to me from CSR Mastery has changed the way I protect my customers or future prospect. The past year was my best because I learned how to be the best at what I do. The tools I now have at my fingertips are unbelievable. I can and will use them in real world situations forever.
Kim RiekScheurell Insurance AgencyDelavan,
WI
Last year I had a pitiful closing ratio of about 20% and on my most recent Monthly sales report I have bumped that up to 54%! Can you believe that increase? I have clients sending in more testimonial because of how much of a WOW experience they've received, and have had our referral rate more then double from last year. The CSR Mastery program has just done wonders for not only myself, but for the service I am able to provide my clients.
This past year was the "Best Year Ever" because I feel like I was able to help and protect our clients to a greater extent that I had before. This program has helped me seek new ways to relate to our clients and indicate to them that I am here to help and make sure that they are properly protected.
Sara ValariHorizon InsuranceBradenton,
FL
I feel more confident , which helps me accomplish more work and I feel that every call is an opportunity not an interruption from my job. I have been saying the client’s name at least 3 times, matching there voice, using mirror words, using scripts and smart cards.
I took the CSR Mastery Program which helped me work more efficiently, I received more bonuses and I was able to make more confident decisions without going to my agency principle.
Hilda PedregoDaniels-NicolsonPhoenix,
AZ
I feel more confident , which helps me accomplish more work and I feel that every call is an opportunity not an interruption from my job. I have been saying the client’s name at least 3 times, matching there voice, using mirror words, using scripts and smart cards.
I took the CSR Mastery Program which helped me work more efficiently, I received more bonuses and I was able to make more confident decisions without going to my agency principle.
Bobbi Bazzani
Castle Insurance
Redwood City,
CA
The CSR Mastery program has helped me become a better CSR by transforming my entire view of what insurance actually is. I now know that protection is what I'm selling to my clients, which has given me the confidence to be bold in my request for referrals and cross sells. I have already had two referrals this week from existing clients who told these prospects how much they enjoy doing business with me because of the rapport the methods from this program have helped me to build.
The tools and techniques I have obtained through this program have made this my best year ever! Things like the H.E.A.R.T. tool will be beneficial to me, not just for the rest of my insurance career, but I will carry this tool with me and use it in so many parts of my life. All of this knowledge has helped me to become a better CSR, and becoming a better CSR ensures that my customers are even happier and more satisfied than they were before. It is a win-win situation, as they have already begun to thank me for the excellent service through referrals and a commitment to purchasing all their protection through me. Thank you CSR Mastery, for helping to cultivate the excellent CSR I always knew was in me!
Ashley Ingersol
Irwin Insurance
Norman,
OK
The CSR Mastery program has been a tremendous experience for me. As a student/peer of the program I have gained such a understanding of my profession and making a more valuable experience with our clients. There has been a dramatic increase of rounded accounts and closed sells for us. Not only am I getting my agency’s name out there, I received 10 times the referrals I normally would have. It has been an exciting journey.
Michael Jans was a wonderful instructor, which made it easy to learn the route of being a success in the CSR Mastery program. I have had the opportunity to challenge myself in a lot of areas to become more of an asset to my clients and the Agency I work with.
Deidre Russell
Mack & Waltz Insurance Group
Deerfield Beach,
FL
CSR Mastery has helped me "fine tune" the knowledge I had of the insurance industry. Prior to becoming a licensed CSR I worked 10 years as an insurance claims adjuster. I had a vast understanding of the terms and coverages. However, I was stuck in the rut of using the terms that only those of us in the industry would understand. Thus making conveying those thoughts to clients wasn’t easy. Using the CSR Mastery power words, scripts, concepts and stories helped "paint" my clients "into" the picture.
Prior to entering the CSR Mastery program I was not comfortable asking for the cross sale. I had been with the agency 13 months and fell into around 10 cross sales for the entire time frame. I now average 15 cross sales per month.
CSR Mastery has not only made this The Best Year Ever but will continue for future years. The confidence and overall satisfaction I know have with my position has not only helped me to reach my personal goals but to help the agency reach its goals as well. I have been able to share the techniques that I have learned with my co-workers. The monthly talking points have kept communication open within our agency. Adopting scripts and new ideas has been handled with ease.
Thank you all for providing me with the tools, knowledge and self confidence to have "The Best Year Ever"!!!
Jayme AndersonGriffin Insurance AgencyZelienople,
PA
I personally sold 3 to 5 policies a month during this time. This is up dramatically as I very rarely even quoted or offered Flood Insurance. It helped me to understand that it is OK to ask if they would like to hear more about a product and that they actually are glad that I asked. I also find that since I started the CSR Mastery program that almost all of my new business policies have come from referrals. As a matter of fact 12 of the last 15 policies that I wrote came from a referral. Before I attended the CSR Mastery program I did not have any sales background and I would have considered myself more Service Oriented. Since I started the CSR Mastery program I have more than doubled my account rounding and cross sells over last year and look forward to rounding out all my accounts over the next year.
I have increased my cross sells and account rounding by more than 50%. I have increased my closings by at least 20%. I had a client just today thank me for always be available to speak with him. I increased my referrals significantly. I now know it is OK to ask for them.
This has been a very interesting and exciting year for me as I would look forward to the monthly calls. I was very excited to review the meeting with others and get their thoughts about the call. I was even more excited when I was able to utilize the skills that I had learned and was able to close more inbound calls, cross sell and get referrals.
Joan CravenMack & Waltz Insurance GroupMelbourne,
FL
The CSR Mastery program has made me a better CSR because of the closing ratio for the renewals my department has had in the last few months. You see, I am the Commercial Account Manager & the only person in my department for this office. The closing ratio before use to be 60% to 70% and now it is between 90% to 100 % every month. This is due to the CSR Mastery Program!
This has been the Best Year Ever because of all that I have learned and have been able to apply it to my customers with GREAT RESULTS. I have a Great relationship with my clients and I look forward in the future clients I will have by putting in place all I have learned with the CSR Mastery program!
Olga JaquetMack & Waltz Insurance GroupMelbourne,
FL
But, I see a REMARKABLE difference in the manner of her handling prospects and clients since having started the CSR Mastery program. I can see that she’s implementing what Michael is teaching and I wanted to send a sampling of what she has done just today. We have a hard-ass commercial client that has turned to us for his personal insurance…of course, I delegated that over to our resident ROCKSTAR, Megan! The verbiage in her email message, which was a follow up to her phone call…is a huge change from when she started with our agency…I see her being elevated from ROCKSTAR to QUEEN status, which was only reserved for me at one point … I’d like for Michael to know that CSR Mastery is paying off!
Geri CusterGeri Custer InsurancePhoenix,
AZ
I enrolled my two CSR’s into the CSR Mastery Program. We were averaging 28 new p/c policies a month, which is real good for our agency. In the past 4 months, we are averaging 41 per month. The only change was the introduction of the CSR Mastery Program. Thank you Michael for putting this program together.
John Fleur
Farm Bureau
Clinton Township,
MI
The CSR program was one of the best improvements our agency has ever made. I had every CSR in my office participate in the CSR Mastery Program. Since then, I have seen a huge confidence boost in every one of them. They are no longer hesitant to ask clients about additional coverage or increasing limits. We are averaging about 75 cross sell opportunities a month easily resulting in $15,000 new personal lines commission this year...this is a 4-to-1 first year ROI on the cost of the program!
Just for this alone, I strongly recommend every agency put their CSR's in the CSR Mastery Program.
Scott SimpsonCommunity InsuranceSpencer ,
IA
My CSR now uses the client's name, focuses on them, they're not an interruption; it may be the only time they call you THIS YEAR-make it a GOOD EXPERIENCE! We had a long talk about THAT first, and then we went into some of the opportunities for cross selling. I couldn't believe that she actually focused on the "protection" aspect that she owes her clients --- it's no longer selling in her eyes --- she's protecting them! Incredible!
The "word options" list that you gave them was brilliant. Such a simple thing, but I think it broke down a barrier. She definitely understands much better why it's important not only to sound "insurancy" but just by changing A WORD, she no longer views it as selling! FANTASTIC JOB MICHAEL!!!”
John SwartzHamilton InsurorsLyndhurts,
OH
and I wanted to publicly thank Michael for conducting this training himself and helping all of our agencies become auto pilot, money spewing, wildly successful, couldn't be bigger if we dreamed it up ourselves, drop dead, gotta have companies.
Wow! This is what I have been telling myself I need to do a better job of communicating to our Team for the last seven years. For those of you involved, listen to the training and you'll be able to reinforce the messages we should have been repeating over, over and over again.
For those of you not involved, get signed up for the next CSR Mastery session whenever they offer it! Thank you Michael and IPS!”
Shaun IrwinAnderson AgencyMinneapolis,
MN
Yesterday I had a very excited CSR pop into my office a little flushed, somewhat out of breath and smiling from ear to ear. She just made her first cross sale! Very interesting this CSR had worked for another large agency doing small business service for a few years before joining GDI about 6 months ago. We have been growing so it has only been about the past month we were able to settle her into the job we originally hired her for. It has also been just a few months that she has been in the CSR Mastery program, and learning about our Agency Revolution Site, and Engine, plus all the tools GDI has...
Anyway, how did it happen? Listening to the CSR Mastery program, and participating in our agencies formal "Internalization Follow up and Follow Through" mentoring program she found the courage to simply ask / state that she noticed we don't do the general liability for this particular contractor, and could we give him a quote? Of course he wants all his insurance in one spot anyway, so he responded positively as most do, and she sold her first cross sale! BTW, building a gifted team starts with giving them the tools / training they need to become "gifted" and then putting them into a positive can do environment like we have at GDI!
Grant DavisGDI Insurance, IncTurlock,
CA
Since the CSR Mastery program, I think I've grown in confidence since I feel I have more responses, script and roadblock removers at my disposal. I used to be so intimidated by the person on the other end. I'm still a work in progress, but I feel it getting better and my confidence building.
Nicole RottachDexter and CompanyDallas,
TX
There are two of us in our office that have gone through the CSR Mastery Program. When we started, neither of us really knew what this was all about or how it would actually help. We just knew that we wanted our shot at $2,500! We had a competition going in our office to see who could get the most referrals and do the most cross-selling. We were very competitive. After a few webinars, we realized that it works much better doing this as a team. We talked to each other about achieving our goals. By working together, our office went from 8% cross-selling to 36%! We have the highest percentage of all six offices!
Lori Lee
LeDoux Insurance Agency
Eugene,
OR
The CSR Mastery Program has made us a better agency and allowed me to achieve personal goals I did not believe were possible. On a recent Mastermind call the entire group said "Leigh Ann, you have a confidence in your voice that you have not had all year... what a great call... you've worked hard and it shows!" WOW... thanks to the CSR Mastery Program, I have the tools to greatly benefit our clients!
Leigh Ann Johnson
Texas Insurance & Financial Services
El Campo,
TX
This year has been absolutely crazy! From taking the CSR Mastery program, our agency has developed ways to get more referrals and inbound calls, instead of having to cold call. We'd been doing a lot of cold calling, and it just wasn't working. Now we're tracking why/how people are calling us. We've been sending testimonial and referral sheets to all new customers and have been getting responses back. I've definitely felt more confident in my job and can take on anything. This is only the beginning for me... next year is going to be even better! Thank you so much to Michael Jans for the great information.
Laurel Grenier
Taylor More Agency
Derby,
VT
The CSR Mastery Program has provided me excellent tools and tips to help cross sell, get referrals, close sales and give customers the "WOW" experience. I'm giving clients and prospects examples and real life stories so they're able to better understand why it is so critical to have good protection. This has helped on cross selling. I'm getting great referrals through our referral program.
Tammi Schnetter
Community Insurance
Spencer,
IA
I just wanted to publicly thank your guys! And let everyone know how happy I am. Our site if off the hook, and you have been working with us to "Catch the Big Fish"! and we are catching them.. BTW.. this is pretty unbelievable... in and of itself... But turns out not much SEO competition for the big fish.. everyone is fishing for minnows..... lol... But what I wanted to say thanks for is just getting it done. We have this community safety day... coming up, we have 20/20 coming, this even is off the hook... All of a sudden I realized we didn't have it on our website..... We have been so busy we forgot marketing 101... if it isn't on the net it doesn't exist! I had one of my staff contact you in a few hours latter... it is on our site! Wow.... We can now build on it, and use it for next years event etc... Thank you guys for being the greatest....! Thank You.
Grant DavisGDI Insurance, IncTurlock,
CA
Many thanks to Geoff Merrill for letting me know that our Agency Revolution website, www.autohomeboat.com, comes up on the first page, #8, in New Hampshire when he was searching for a fact sheet to give a client who wanted to understand how to structure auto insurance policies when there are teen drivers and parents are divorced. How is that for the "Power of Agency Revolution!"
Wish I were licensed in New Hampshire!
Claudia McClainMcClain InsuranceEverett,
WA
Our Agency Revolution site is up and running. We are getting multiple quote requests a day from our site. We use to get one a week from our old site, now we are getting a minimum of 3-4 a day. We launch our D&O site and the postcards were received on Monday and Tuesday and we have over 100 testimonials already. We also had clients asking for quotes for life insurance and other lines of insurance that we were not providing for them.
We have received multiple claims surveys, already and they are all great!!
Even clients that did not go online to fill out a testimonial are talking about how great the new website is. There is a huge buzz internally and with our clients. We even had a client call in that does not own a computer and wanted to know how they could send us a testimonial anyway.
Last night we decided to send our DIO launch email to previous clients that we had email addresses for. I already had a previous client go on line today and completed a testimonial. She is not even insured and still gave us a testimonial. She also asked me to quote her home, auto and farm and equine insurance. She loved our new site.
Our office is buzzing with the activities from Agency Revolution. The staff is on me now to get more pages up on the site they have come to me with 10 ideas of additional pages that they want on the site. They are bugging me to death to get the cross sell campaigns running. Everyone is so excited.
Agency Revolution is like everything else that quantum teaches us, you have to implement. We are pushing the AR staff to make changes to campaigns to make them better. We have asked them to bring over more data from our Applied Systems. I am sure that some days the Agency Revolution staff wishes they would have never signed us up because we keep asking for more.
Implement, implement, implement.
Nancy NicklowW. Ray Huff & Associates, Inc.Pasadena,
MD
Look my Agency Revolution site pays for its self every month. In fact because of my Agency Revolution site I just got off the phone with one of our markets and they are giving me cash to run a Google paid for click ad. Yeah you heard that right! My marketing reps exact words. "Tammy we have no one else doing what you are doing and we want to help you be successful. Because you're successful we know we'll be successful."
Tammy LesueurBancorp InsuranceLaPine,
OR
"In today's rapidly changing Internet/digital world, we realized it was critical for our agency to outsource things that we simply couldn't do ourselves."
Barry Shipper
Prime Coverage Corporation
Long Island,
NY