I ranted earlier this week about how there doesn't seem to be any real sales professionals working in the insurance world these days. Then, I offered to promote any insurance agent who told me what they were doing and how they were doing it when it came to good old-fashioned sales techniques.
Thomas Holt, a Farmers Insurance agent in California, replied to my challenge:
Do you live in California? Because it sounds to me like you need one agent who can give you a quote on everything, your missing out on discounts by having everything spread out. I will come to you on your time or we can handle it over the net, whatever works for you.
What am I doing: I have been door to door knocking and hangingflyers, buying leads, talking with friends, personal letters to houses- I use zillow.com to get information on a house and then I mail them a quote. I've used direct mail, just found a BNI group, and I'm looking for anything new and exciting that works. It seems to me that referrals are the best bet. All of my business, except for a few, have come from referrals.
Thanks, Tom Holt
I'm going to set up a time to talk with Mr. Holt. I just e-mailed him, in fact. Notice his approach to his e-mail...I think it's a good indication as to how he sells on a day-to-day basis:
- First, he qualified me as a prospect. He made sure I lived in his area that he is licensed to do business in.
- Then, he gave me a good compelling reason to consider a meeting with him. And notice that he focused the benefits on me, and the money I would save. Again, that's a great approach!
- I also liked his creative approach to gaining new customers.
So, if you live in California, why don't you give Tom a call or e-mail and give him a chance to earn your business. He can be reached at Farmers Insurance, Thomas Holt, 925-899-0097, 2242 Camino Ramon, San Ramon CA 94521. CA LIC 0F62658. His e-mail address is THOLT(at )FARMERSAGENT.COM
Tom, thanks for standing up for the GOOD sales professionals in the insurance world!
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