All of KI’s marketing and retention programs are of tremendous value to both carriers and agencies. The more successful a carrier’s agents are, the more profitable the carrier.
We work with many of the nation’s largest companies to make their agencies’ marketing and retention programs successful. We also work with thousands of agencies directly. Click here to learn more about our marketing and retention programs for companies and agencies.
Agency Growth Through Specialization
The “Agency Growth Through Specialization” system was created to advance agency growth in all lines of insurance by converting all agencies from a “generalist” operating structure to what Korsgaden International calls a “specialist” structure. Essentially this means each agency will assign a specific producer to be in charge of growing revenue in one single line of insurance. One or more producer will be assigned for each line the agency sells, thereby creating accountability for growing all lines.
By implementing the program throughout an enterprise, each agency is more productive by being on the offensive; participating agencies are achieving more multi-line sales in each household they serve, and they are better able to adapt to the changing marketplace by bolstering sales in all lines of insurance, not just the traditionally heavy lines such as auto. This ensures that all participating agencies have all lines operating at maximum efficiency and performance, thereby creating the highest-possible productivity company-wide.
In the short term, the “specialist” system increases agency revenue immediately. In the long term, it makes agencies stronger because they are able to sustain higher revenue levels.
Agency Retooling System
The KI Agency Retooling System is a program that uncovers new business opportunities among the agency’s customer base, while also increasing retention. The system is a focused method of contacting every customer in the agency, expressing appreciation for their business, and updating vital information in the agency database. This process energizes agency staff, and customers appreciate the time and attention.
The program involves a partial shut-down of the office for one day (just like a factory retooling its production/assembly line) and conducting a focused customer contact campaign by phone, fax and email to gather customer information and x-dates. The valuable information gathered on this day introduces myriad opportunities to cross-sell, increase sales, and increase retention.
Information = Appointments = Sales
The system is an example of internal marketing at its finest. Our research shows that customers who are contacted more frequently by their agency have more policies placed with that agency, and are less likely to shop around or change insurance agencies/carriers. Agencies can expect to set more appointments and make more sales simply by executing this system once a year.
Commercial Prospecting/Appointment Setting
Korsgaden International’s Commercial Prospecting System helps agents do three main things:
- Increase their commercial line book of business
- Fill their agency’s appointment calendar with qualified commercial leads
- Get appointments with corporate decision makers
The program centers on a highly professional calling service which sets commercial appointments on behalf of agents. Agents are able to completely customize their accounts, including by SIC and zip codes, and are provided their own personal consultant. Other features include:
- >> Includes all appointment setting, confirmations, and rescheduling
- >> No automated dialing software; all calls are live calls
- >> Every caller knows all aspects of the agency prior to the call such as:
- Appointment times
- Appointment conducted with agent or licensed staff
- Staff members
- Office locations
- Contact information
- >> Verification of all prospects’ X-dates
- >> Appointments are never booked less than 3 days out for preparation time on the agency end
- >> Online portal that provides:
- Calendar Management
- Live reports
- Return on Investment
- Billing records
- Detailed call log / real-time data
- >> Monthly accountability reports
Ability to listen to recorded conversations with customers
Referral System
KI’s Agency Referral System offers agencies the ability to implement a turnkey program for obtaining referrals by tapping their existing agency database. This program can work hand-in-hand with the Retooling Your Agency System, or as a standalone program.
The system includes specific scripts, letters and templates that have been proven effective in eliciting referral names and contact information, as well as follow-up materials to assist agencies in effectively contacting those referrals. The system leverages an “emergency contact” strategy, and provides agents a comprehensive workflow that cycles constantly, year over year.
Annual Review ACR System
The Korsgaden International Annual Review System is a completely streamlined process for scheduling, completing, and maximizing annual reviews to create more opportunities for the agency to service more client needs. For clients, the review is an opportunity to find out that they’re properly insured. For the agent, it’s much, much more. It’s an absolute imperative, because it allows agencies to build relationships, educate clients and discover unmet needs — which the agency can then fill.
The KI Annual Review System is unique in that it sets the agency up for more sales, but is built on the notion that selling, per se, does not take place during the review appointment. It is an exceedingly effective system for retaining business and increasing sales in a way that’s comfortable and non-threatening to customers.
The program is completely systemized and turnkey. Customers are professionally called in a consistent and specific fashion, brought in at the same time each year (not at renewal time, which assists in the non-threatening nature of the appointments), and followed-up within a consistent and professional manner. To learn more about Marketing and Retention, contact Korsgaden International.