3.2 Advisor Feedback Form
Simple form that provides structure to create quick and effective pipeline check in meetings.
5 x 3 x 1 Meeting Template
The 5 x 3 x 1 meeting format is powerful in that it concisely structures sales feedback meetings into actionable interactions that contribute to sales growth for Producers.
How much will your Producer accomplish in 9 minutes?
Accident Checklist
This checklist can help your personal lines clients be better prepared for when an accident occurs. Simply having this in their vehicle, along with their insurance card, can help prevent issues arising later during a claim due to not collecting the most important information.
Auto and Driver Assessment
This resource provides the questions, answers and graphical analysis for a successful Auto and Driver Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
Auto Dealership Assessment
This resource provides the questions, answers and graphical analysis for a successful Auto Dealership Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
BDC Creation Tool
The BDC Creation Tool allows you to determine the job responsibilities your BDC will be responsible for.
Behavior Matrix
This document goes through the four behavior areas of a buyer; Authoritative, Subservient, Hostile, Warm. There are also question asking strategies and examples for each behavior quadrant.
Behavioral Science Sales in Social Distance World
Benefits Super Qualify Score Sheet
The Benefits Super Qualify Score Sheet is used to determine if a prospect is qualified to spend time and resources on.
Book of Business Stratification
This resource provides an organized means to stratify a producer’s book.
BOR High Closing Qualifying Test
A checklist and a guide to action to make sure a prospect has every chance of closing. This checklist will keep a Producer focused on all the items necessary to win a deal. It will also give them the next steps of things to do to increase the chance of a win.
Business Acumen Behavioral Test
This resource helps assess your current business acumen behaviors. Use this a way to identify where you can improve you business acumen development.
Business Acumen Resource Guide
The Business Acumen Resource Guide is designed to build the business acumen of your Producers. The system starts with the Business Acumen Core Program, which is a mandatory program for all new Producers with little to no insurance experience. Producers will choose (with their supervisor) which section is best suited for their development. The Producer will choose from the list of periodicals and develop a plan for weekly/monthly development. To maximize personal growth and business acumen development, it is recommended that all books on the list are read over a period of time.
Captive Readiness Assessment
This resource provides the questions, answers and graphical analysis for a successful Captive Readiness Assessment. This assessment is meant to be used as a tool to gauge a companies readiness for a captive at a high level. The Captive Readiness Assessment is a powerful resource to have when competitors start talking to your clients about captives.
Complete Niche Development Process
The 5 Steps of Niche Development:
- Study the Niche
- Develop and Package Your Niche
- Build Support
- Form Partner Relationships
- Sell Your Niche
Construction Assessment
This resource provides the questions, answers and graphical analysis for a successful Construction Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
Conversion / Closing Developmental Worksheet
This resource is designed to identify areas you can improve your Conversion skills. This will organize what you need to do into an actionable plan.
Conversion and Closing Assessment
This resource provides an assessment for a producers conversion skills, sales behaviors, and closing skills. Each individual item will be evaluated personally, by a supervisor and by a peer. Completing this assessment will help a producer understand where they have the greatest opportunities to improve.
Elite Producer – Assessment
This is a self evaluation resource designed to provide clarity to producers looking to become elite.
EQ in Sales – Quick Assessment
Use this resource to quickly evaluate your Emotional Intelligence in Sales.
Getting Introductions
This resource provides ideas for successful introductions. Some of the top sales minds in insurance give advice on how to get good introductions that will be meaningful and set up a great opportunity for a sale.
Hard Market Selling
A Hard Market is one of the greatest opportunities for you to get on the offensive. – Larry Linne
This Resource is an outline that helps guide you to strategies to sell and excel in a Hard Market.
This is focused towards;
- Growth and Prospects
- Managing Message and Existing Clients
High Net Worth Personal Lines Assessment
This assessment is designed to be a powerful sales tool to assess the risks a high net worth individual faces and show clear differentiation in how you identify and quantify risk.
Hospital Assessment
This resource provides the questions, answers and graphical analysis for a successful Hospital Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
Industry Niche Assessment Tool
The purpose of the Industry Niche Assessment Tool is to help agencies develop a niche product, industry, or service.
Insurance Agency Comparison Scoresheet
This resource is designed to be used to highlight the differences between one agency and another. Ideal in it’s ability to simply quantify the differentiation an agency has over another.
Integrated Solutions Assessment
This resource provides the questions, answers and graphical analysis for a successful Integrated Solutions Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. Successful usage of this resources also opens the doors for multiple lines of business to be sold through an integrated approach.
I encourage you to watch the video from Larry Linne, Integrated Solution Selling.
Integrated Solutions Assessment – Canadian Version
This Canadian specific version of the Integrated Solutions Assessment provides questions, answers and graphical analysis. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. Successful usage of this resources also opens the doors for multiple lines of business to be sold through an integrated approach.
I encourage you to watch the video from Larry Linne, Integrated Solution Selling.
Integrated Solutions Assessment – Plan Presentation
This plan accompanies the Integrated Solutions Assessment and provides a very streamlined format to present your findings to a client or prospect.
I encourage you to watch the video from Larry Linne, Integrated Solution Selling.
Integrated Solutions Assessment – Plan Presentation – Canadian Version
This plan accompanies the Integrated Solutions Assessment – Canadian Version and provides a very streamlined format to present your findings to a client or prospect.
I encourage you to watch the video from Larry Linne, Integrated Solution Selling.
Keys to being an Effective Consultant
The Keys to being an Effective Consultant document was designed to help salespeople understand the necessary skills to becoming a strong consultant in the eyes of their client.
Larger Producer Growth
Producers “try” to fill their pipeline. They want to sell more business. What keeps them from being successful is typically NOT work ethic or effort. What keeps them from full pipelines is lack of productivity (success in their efforts). Use this resource to better understand how a Producer achieves sustained growth.
M&A Risk Assessment
This resource provides the questions, answers and graphical analysis for a successful Merger and Acquisition Risk Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
Manufacturing Assessment
This resource provides the questions, answers and graphical analysis for a successful Manufacturing Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
Mining Assessment
This resource provides the questions, answers and graphical analysis for a successful Mining Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
Monday Game Film
An organized format to review your successes and losses in sales. Be critical when reviewing your sales performances, you will only make yourself better by doing so.
Niche Product Development Tool
The Niche Product Development Tool is designed to help agencies develop a niche product, industry, or service.
Online Brand – Presence
“ A brand is simply trust.” – Steve Jobs
Whether you like it or not, managing your online brand and presence is something you must do. This resource will give you an actionable plan and some unique strategies to implement.
Open Enrollment Employee Surveys
Open Enrollment Employee Surveys will help a benefits Producer get great feedback from the client on how enrollment was executed.
Open Enrollment Strategy Workbook
The Open Enrollment Strategy Workbook will help a benefits Producer craft the right strategy for an open enrollment.
Past Present Future in Sales
A resource to guide your thinking when you work to change the way your prospects think by identifying where they came from, how it got them to where they are today and then guide them to a better future.
Personal Cyber Risk Questionnaire
The Cyber Risk Questionnaire addresses areas of Cyber risk in an individuals personal life. The questionnaire can be completed very easily, utilizing as simple scoring system of; Yes, No, and I don’t know. The scoring is then weighted based on overall cyber risk factors and provides a exposure rating of Low, Moderate or High.
Personal Emergency Preparedness Guide
If an emergency happens in your community, your clients could very well be effected and should be prepared to take care of themselves and their family for a few days. Although the consequences of various disasters can be similar, knowing the risks in your region will help your clients better prepare.
Personal Lines – Services and Offerings
This provides some ideas around different Personal Lines services that can be offered.
Pipeline Building Killers
The Pipeline Building Killers tools offers a list of behaviors and habits that will kill the ability to consistently build a sales pipeline.
Pipeline Retreat Agenda Builder
The Pipeline Retreat Agenda Builder allows you to create a focused retreat agenda for maximum output.
Practice Items for the Sales Process
This resources is a guide to identify areas of the sales process that need additional practice.
Pro-Active Perpetuating Producer Strategy
Perpetuating a book of business can tough and challenging. The purpose of this resources is to guide the perpetuating producer and the transition team.
Producer 35
The 35 skills of the Perfect Producer. Tool helps identify where an agency can fill the gaps.
Producer Audit
The Producer Audit is a document that allows you to rank your Producers based on their level of proficiency in 10 topics.
Producer Business Acumen Developmental Plan Ideas
Producer Business Acumen Developmental Plan Ideas is a workbook that helps guide a producer toward the right business acumen development.
Producer Mid-Year Update
This resource provides the framework for a productive mid-year update with producers. The example data provided shows what you should be looking for. Modify as necessary to fit your agencies unique metrics.
Producer Navigator
This resources is a template to create a one month action plan. The snapshot is particularly helpful for staying focused on the top priority items each month.
Producer Planning Tool
The Producer Planning Tool is designed to facilitate year-over-year professional and personal growth in your Producers, by helping them think strategically about who they are now, who they want to become, and how they want to get there.
Producer Planning Tool – Short Version
This is a condensed version of the Producer Planning Tool This can be more effective for certain producers or if the full version of the Producer Planning Tool has been completed in the past.
Producer Power Start Up 2 – Workbook
This is the updated version of the Producer Power Start Up. The PPSU-2 is a program designed for two purposes:
1. New Producers can start learning key sales behaviors, skills, strategies, techniques at any time without having to wait for a sales class.
2. Existing Producers can go look at individual videos on certain skills that will help them sharpen their game.
The updated version has great additions. We teach about dress and etiquette, but it now includes dress on video chat and social distancing messages. We have an entire new segment on Habits of Successful Producers, and quite a few enhancements with our new Partner, Gordon Zellers.
You will get great fundamental learning by revisiting these core teachings.
Producer Productivity Assessment
The Producer Productivity Assessment is a simple checklist to identify Dangers, Strengths, and Opportunities for Sales Teams and Producers.
Producer Roadmap
This resource is a powerful planning tool that filters down a year plan into a single page. The value that comes from being able to look at your entire plan in a single glance, makes it that much more like you will stay on track throughout the year.
Producer Sales System Certification Tool
This tool is an assessment of a producers ability to follow the agency’s sales system. The areas covered are Executive Brief, Assessment, and Plan.
Scoring in each area allows for the identification of strengths and weakness. There are also additional requirements for certification that include business acumen reading, risk research, and insurance continuing education.
Producer Scorecard for Sales Manager
The Producer Scorecard for Sales Manager is a tool used for Sales Managers to have monthly feedback with a Producer.
Producer Success Toolbox
The Producer Success Toolbox is designed to help aide in planning and execution. The tabs to the far right are used in planning. The Roadmap is used in annual summary. And the Navigator is monthly.
Prospect Calculator
This resource is designed to help you “Know Your Numbers”. It is critical to understand the impact that you conversion and closing rates will have on your ability to reach your goal and manage your workload.
Prospecting Idea Worksheet
This resource will give you some unique ideas on ways to prospect.
Question Types and Examples
Question Types and Examples is a list of sales questioning techniques that can be used when doing assessments or first meetings with prospects.
Quick Hit Pipeline Building Tool
The Quick Hit Pipeline Building Tool provides a list of 10 initiatives with which to build your pipeline. With this tool, you will have the opportunity to identify an ideal client profile and create actionable steps for success.
Reading Body Language and Verbal Cues
This is a resource that creates awareness around Body Language and Verbal Cues. It also provides a form to track what Body Language and Verbal Cues were actually observed. Here is the Sales Meeting Video that goes over this concept and how to utilize the tool.
These are examples of the tool filled out; Good Example // Bad Example
Real Estate Assessment
This resource provides the questions, answers and graphical analysis for a successful Real Estate Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
Return on Human Capital Assessment – Large Group
This resource provides the questions, answers and graphical analysis for a successful Return on Human Capital Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
This version is designed for Large Groups or companies with more complexity.
Return on Human Capital Assessment – Small Group
This resource provides the questions, answers and graphical analysis for a successful Return on Human Capital Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
This version is designed for Small Groups or companies with less complexity.
RFP Rule Guide
Follow these 11 steps to understand how to best create a proposal for a prospect or client who requests one.
Right Hire Interview – Producer
This three interview process is part of the Right Hire system. It includes scenarios, questions, scoring and objectives.
Utilizing this interview system will dramatically improve the chances of hiring producers with the characteristics necessary to be successful.
Risk Tolerance Worksheet
This worksheet helps you identify the risk tolerance of a prospect or client. You will ask questions and quantify the risk tolerance into; Very Low, Moderate or High.
Role of an Agent
This resource will provide guidance on all the aspects of a Producers role, as it would be perceived by the client.
Covering the following areas:
– Navigation
– Motivate
– Education
– Mitigate
– Challenge
– Advocate
– Connect
Running Man Handout
This is a powerful graphic to represent different options in Risk Management. It can help change the way prospects and clients think.
Sales Culture Evaluator
This resource is designed to help an agency identify the strengths and weaknesses in their Sales Culture.
Sales Cycle
We have identified 6 critical steps to the Sales Cycles process:
- Develop YOU
- Manage your “distribution system” availability
- Know your numbers
- Set a plan
- Manage your pipeline
- Manage your existing clients and continue to bring value through a “process of how you work versus what you do”.
Sales Meeting Agenda – Business Acumen
The purpose of the Sales Meeting Agenda – Business Acumen exercise is to create ownership in business acumen personal development.
Sales Meeting Agenda – Center Of Influence
The purpose of the Sales Meeting Agenda – Center Of Influence exercise is to have Producers expand their centers of influence network and increase pipeline opportunities.
Sales Meeting Agenda – Effectively Asking for Referrals
This Sales Meeting Agenda helps develop a strategy for effectively asking for referrals.
Questions covered include:
a. How do you develop trust with your referrals sources?
b. Why should our clients become a referral partner?
c. What are the key ways to make it easy for our referral sources to provide us with referrals?
Sales Meeting Agenda – Effectively Managing Pipeline Movement
Sales Meeting Agenda Effectively Managing Pipeline Movement is an actual sales meeting agenda with training on “effectively managing pipeline movement.”
Sales Meeting Agenda – Emerging Risks
The purpose of the Sales Meeting Agenda – Emerging Risks exercise is to help Producers realize how many Emerging Risks are in the market so they can articulate to a prospect the need for a partner who watches out for these risks.
Sales Meeting Agenda – Entry Strategies
The purpose of the Sales Meeting Agenda – Entry Strategies exercise is to give Producers tools and strategies to increase the number of sales opportunities and increase closing percentage of getting their first appointment.
Sales Meeting Agenda – Gorilla Prospecting
The purpose of the Sales Meeting Agenda – Gorilla Prospecting exercise is to identify and set a plan to go after the Biggest and Best Prospects in their market.
Sales Meeting Agenda – Handling Objections
The purpose of the Sales Meeting Agenda – Handling Objections exercise is to give Producers practice at handling objections in the sales process.
Sales Meeting Agenda – Networking
The purpose of the Sales Meeting Agenda – Networking exercise is to stimulate ideas on how to increase the number of potential contacts and leads for future sales.
Sales Meeting Agenda – Path vs. Goal Orientation
The purpose of the Sales Meeting Agenda – Path vs. Goal Orientation exercise is to help Producers realize the importance of goals, and to help them develop a path to reach those goals.
Sales Meeting Agenda – Question Asking
The purpose of the Sales Meeting Agenda – Question Asking exercise is to develop Producers’ ability to ask great questions. This skill will increase a Producer’s ability to create pain, engage with a client, challenge the thinking of the client, be perceived as high business acumen, and be perceived as a peer.
Sales Meeting Agenda – Selling Against Data/Tech Companies
The purpose of the Sales Meeting Agenda – Selling Against Data/Tech Companies exercise is to learn how to sell against the big data/tech companies who are entering the insurance industry.
Sales Meeting Agenda – Team Communication
Sales Meeting Agenda Team Communication is an actual sales meeting agenda with training on “Team Communications.”
Sales Meeting Agenda – Telling Our Story
The purpose of the Sales Meeting Agenda – Telling Our Story exercise is to improve our ability to tell our value proposition story and share different ways to express our value.
Sales Meeting Agenda – Time Management
The purpose of the Sales Meeting Agenda – Time Management exercise is to improve Producer time management to be more efficient in selling.
Sales Meeting Agenda – Working on Sales Skills
The purpose of the Sales Meeting Agenda – Working on Sales Skills exercise is to identify the sales skills that need to be improved and put a plan in place to improve.
Sales Process WHYs
This tool is designed to help you refine your sales process so you are asking the right questions and conducting the right type of meetings
Sales Strategy Worksheet
This is an extremely powerful resource for gathering together the information needed to create a Sales Strategy.
Watch the video Larry created on Being Strategic in Sales to learn how to maximize this tool
Sales Success Behaviors and Tools
Sales Success Behaviors and Tools is a list of items for after Producer Training Camp for new agency. Behaviors are for the Producers to execute. Tools must be developed by the agency.
Self-Funding Transition Checklist
This checklist will assist you in transferring a client from a fully-insured to self-funding arrangement. Download this tool and customize to your firm for a seamless process for your client and team.
Selling An Idea Worksheet
This resource helps you identify assumptions and motives when selling an idea. The worksheet also breaks it down into the three groups; the Early Adopters, Middle Group, and Naysayers. Understanding how you will tailor your communications with each group will greatly increase your chance of success.
Simplified Construction Assessment
This resource provides the questions, answers and graphical analysis for a successful Construction Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
This is a condensed and simplified version of the larger Construction Assessment.
Simplified General Risk Assessment
This resource provides the questions, answers and graphical analysis for a successful Simplified General Risk Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
Social Distancing – Prospecting Success Plan
The current Social Distancing world is creating problems across all businesses. A proactive prospecting plan is critical to finding opportunities and being successful.
This Prospecting Success Plan provides a customizable template.
Strategic Sales Development Guide
The Strategic Sales Development Guide is designed to clarify the “beliefs and behaviors” that our Agency subscribes to for successful Producers. Following this guide will increase the chances of success for any Producer in all lines of business. The concepts and principles were derived from proven success with Insurance Consultants and Insurance Sales Professionals in recent years.
Super Qualify Score Sheet
The Super Qualify Score Sheet is used to determine if a prospect is qualified to spend time and resources on.
Sure Validation System
This powerful resource is our guide to creating a path to validation for new Producers. Validation and hiring have been studied extensively by InCite. Utilizing this research, we have identified the key components necessary for Producer success.
We encourage members to use this a starting point to create their own Sure Validation System.
Here is the table of contents;
- Learner’s Creed
- Goals and Why
- Sales Beliefs and Behaviors
- Pipeline Building Ideas & Strategies
- Prospecting Activity Analysis
- Time Management Strategies
- Validation Schedule
- Path to Ownership
- Onboarding Months 1-3
- Onboarding Months 4-6
- Onboarding Months 7-12
- Onboarding Year 2
- Onboarding Year 3
- Onboarding Beyond Year 3
Surety Assessment
This resource provides the questions, answers and graphical analysis for a successful Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
Surety Performance System
The Surety Performance System is designed to create a proactive structure around all the elements needed to provide a quality surety picture to maximize your work potential and improve a contractor’s business.
Survey Questions
InCite has put together a list of survey questions to gather feedback about your clients and prospects, more specifically their perceptions of insurance and risk. Use this as a starting point to create your own survey.
Target Account Strategy Plan
The Target Account Strategy Plan allows you to strategically prepare to meet with a prospect by filling out a number of identifying criteria. After completing the Target Account Strategy Plan, you will have a more thorough understanding of how to engage your prospect with the knowledge and acumen garnered in preparation.
Team Sales Strategy
The core philosophy is to get teams of Producers to work together utilizing unique abilities and strengths. These teams of Producers will use their individual strengths to maximize retention and increase new business production.
The Power of Changing How the Buyer Thinks
This is an extremely powerful resource that guides you to strategies on HOW to Change How the Buyer Thinks. Focus your efforts on areas where you can improve the most.
Top of Stack Submission Process™
The Top of Stack Submission Process™ is our process of ensuring that your story is complete and accurate and that you look attractive to the Insurance Marketplace.
Value Proposition – Core vs Value
This resource is designed to help you evaluate where you bring Value in the Value Chain. An honest analysis will give you guidance on where to focus your efforts.
Website Review Process Tool™
Sometimes Claims Promises made on your website are out of alignment with the core business of the company. This can lead to wrong business classification. The Website Review Process Tool™ was designed to ensure that your website is telling a clear and accurate story.
WikiRisk 12 Pack
This is a sampling of the WikiRisks available to InCite Members through the InCite WikiRisk Library.
To access the InCite WikiRisk Library, click the WikiRisk tab on the InCite Member website. Here are the InCite WikiRisk login details;
User: InCite
Password: WikiRisk
Workers Compensation Assessment
This resource provides the questions, answers and graphical analysis for a successful Workers Compensation Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.