Insurance Consultant & Mentor
Scott Simmonds, CPCU, ARM
August, 2006

Helping Insurance Experts Build Great Businesses
www.icmentor.com

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Feel free to forward this newsletter to colleagues. Comments, questions, and suggestions are always welcome. Email: Scott@InsuranceFixer.com or call 207-284-0085.

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The main thing is to find the main thing and keep the main thing the main thing.

What is the "main thing" you need to do to be successful in your business? What activity brings you new clients? What keeps your current clients coming back for more? What is the value you provide? What can you do to allow you to focus on that value?

Last month I talked about stopping activities that don't produce value to you or to your client. Now I urge you to focus on those actions of extraordinary value.

To simplify the idea - Keep the main thing the main thing.

Simple to say - tough to implement. We all get sidetracked by the immediate. There are 1000 demands on our attention. Priorities shift. Client’s needs evolve. Poor planning by others forces us into crisis mode.

It's up to you to refocus regularly. Look at what you are doing with an eye to the question, “Is this the best use of my time right now? Is this moving me to my main thing?”

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Proposals

A new mentor client was proud of the number of proposals he delivered. "I delivered eight proposals last week," he said.

I asked how many would close. He reported that he usually makes clients out of half his proposals.

Too many proposals, not enough sales.

If you are only selling half your proposals you are doing something wrong. You clearly are not qualifying the prospect. Your closing ratio should be at least 75% - probably 80%. A proposal should be a summation of the agreement you have come to with your prospect. It isn't a negotiation and it certainly shouldn't be "mud on the wall" to see what sticks.

Be selective. Build rapport with prospects. Agree on the value the prospect is looking for from your work. Monetize the value by asking questions like, "What would results like this be worth to you?" When you are well down the road of building agreement then put together the proposal.

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Referral Network

I'm building an online listing of insurance consultants. This may grow into a referral network and directory. I need to know who is out there! If you're interested in being a part of a directory, please complete the form at http://insuranceconsultant.org/listform.htm. There is no cost or fee.

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Insurance Consultant Mentor Program - Designed to help you build your business faster, with less hassle, and fewer false starts. Grow your current practice or gain the edge in your startup. The object is for you to make your business the best it can be - faster and more profitably. Go to http://www.icmentor.com/mentor.htm.

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Insurance Agent Mentor Program - A fair number of my subscribers are insurance agents who have no intention of becoming consultants. Several have talked with me about how my methods can help them. The principles of marketing professional services are universal. I'm glad to talk about how we might be able to work together to build your book of business. Call or email me to discuss.

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Scott Simmonds, CPCU, ARM
Insurance Consultants of Maine, Inc.
Phone 207-284-0085
Scott@InsuranceFixer.com
http://www.InsuranceFixer.com

My Blog - http://www.InsuranceBuzzer.com/

Insurance Consultant Services Website: http://www.icmentor.com

© 2006 Insurance Consultants of Maine, Inc. All Rights Reserved. We encourage sharing this newsletter in whole or in part if copyright and attribution (including my web address) are always included.

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