Before the Call
This Salesforce object is where your sales lead lives and where your journey begins.
What is the Account Review (AR)?
This stage isn't about immediately selling. It's about understanding this first.
What is the client's problem / what matters to them?
Submitting this system simultaneously creates the intake, starts the opportunity, and sends information to the PL Rater.
What is AQS?
Before calling the client to present your options, you build this in Salesforce.
What is the Proposal?
The client says YES! Stage 5 is about turning your quotes into these.
What are policies?
Before you Smile & Dial, you should know this so you understand why you're calling the client.
What is the reason for the Account Review / sales opportunity?
The opening portion of the Discovery Call designed to establish rapport, purpose, and control of the conversation.
What are the First 90 Seconds?
This comparative rater receives information from AQS and returns available carrier rates.
What is EZLynx / the PL Rater?
Instead of simply reading premiums and deductibles, your job during Stage 4 is to present this.
What is the solution / recommended plan?
After getting the yes, these need to be created correctly in Salesforce.
What are Policy Shells?
Dec pages, saved quotes, and documentation provided by the client should be stored here on the Account Review.
What are Files?
A client says, "Honestly, I'm just looking for a cheaper price." Instead of jumping straight to quoting, you should do this.
What is dig deeper to understand why price matters / what's driving the concern?
Travelers gives you an error or decline on the Home. According to our assessment workflow, this is your next move.
What is pivot to SageSure?
"Option A is $2,800. Option B is $2,650. Which one do you want?" What's missing?
What is a recommendation / connecting the proposal to what matters to the client?
Your client accepts Home, Auto, and Umbrella. According to the sales workflow, this policy is generally handled first.
What is Home?
You spoke with the client but didn't close the sale today. This Salesforce date helps keep that opportunity from disappearing into the abyss.
What is the Follow-Up Date?
"So besides price, when you think about your insurance, what else is important to you?" is an example of this Discovery skill.
What is Digging Deeper? - Find the need/problem
A carrier returns a great price, but the home doesn't meet its underwriting requirements. Why isn't it automatically your best option?
What is a good price doesn't matter if the risk isn't eligible / bindable?
During Discovery, Sarah told you her biggest concern was making sure her family was properly protected. During the presentation, you should connect your recommendation back to this.
What is what Sarah told you during Discovery / her stated need?
Before the sale can move through the final quality process, you complete and submit this documentation.
What is the Bind Memo?
You open your assigned AR and immediately dial the client without reviewing their policies, renewal information, or why the AR was created. Name the biggest workflow mistake.
What is failing to prepare before the call / review the Account Review?
You've completed Discovery and gathered everything you need. Instead of ending with "Okay, I'll work on it," you should establish this before hanging up.
What is a clear Call to Action / next step?
You finish quoting Travelers, Liberty, and SageSure. Before moving on, you need to do this with your quotes.
What is save and upload all quotes to the Account Review?
You've explained your recommendation, the client sounds happy, and then you say, "Well...just think about it and let me know." What did you miss?
What is asking for the business / a clear Call to Action?
The client says yes to Home and Auto. Before celebrating and moving on, what two additional protection conversations should already be on your radar?
What are Umbrella and Life?