Winning More Appointments

© 2010 Relational SalesPro, LLC

It’s All About It’s All About RelationshipRelationship®®

Deborah Miller, PresidentDeborah Miller, President 800-893-1578800-893-1578 • • www.relationalsalespro.com

WelcomeWelcome

Learn how our clients are Learn how our clients are

building stronger building stronger

relationships, winning more relationships, winning more

appointments, and closing appointments, and closing

more sales! more sales! ““We are amazed at our We are amazed at our

appointment results with appointment results with

SALESPRO. SALESPRO.

We booked 18 new We booked 18 new appointments appointments

in just 45 days!” in just 45 days!” - Pennsylvania Client 2010- Pennsylvania Client 2010

http://www.relationalsalespro.com/

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What to What to ExpectExpect

• Who are we?

• Why nurture prospect relationships?

• What solutions we offer?

• What makes SALESPRO Opportunity Builder

unique?

• What additional services do we provide or outsource?

• What is your investment?

““Always remember that your Always remember that your own resolution to succeed is own resolution to succeed is

more important than anything more important than anything else.”else.”

– – Abraham LincolnAbraham Lincoln


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Relational SalesPro, Relational SalesPro, LLCLLC

• Developer of MarTech MAPS Systems; SALESPRO’s MAPS Systems; SALESPRO’s predecessorpredecessor

• Equipped 100’s of producersEquipped 100’s of producers gain more appointments

• Developed web-based applicationweb-based application, retired PC based

software

• 18 years in insurance agency salesinsurance agency sales and management

• 6 years in sales consulting for an independent carrier

• 14 years in insurance nurture marketing consulting

• Highly skilled developers and support staff

What the mind of man can What the mind of man can conceive and believe, the conceive and believe, the mind of mind of

man can achieve. man can achieve.

- Napoleon Hill- Napoleon Hill © 2010 Relational SalesPro, LLC

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The Days of Chasing Every The Days of Chasing Every Lead Are GoneLead Are Gone

• Causes you to work harder for less.

• Calling a list of cold suspects or, pressing business advocates for referrals will never be enoughwill never be enough to weather market changes.

• It is impossible; the odds of cultivating a “sufficient number” of the odds of cultivating a “sufficient number” of “warm prospects” to recover lost revenues are simply against “warm prospects” to recover lost revenues are simply against you.you.

• Longer sales cycle, price focused.

• You must continually prospect for new business and You must continually prospect for new business and make it their priority. make it their priority.


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Why Nurture Prospect Why Nurture Prospect Relationships?Relationships?

80% of all sales close after 5-7 contacts80% of all sales close after 5-7 contacts

• Yet Yet only 10% of all producers have an automated meansonly 10% of all producers have an automated means to stay in to stay in

contact with key prospects beyond the 7contact with key prospects beyond the 7thth contact. contact.

• With an automated marketing system 10% of all producers close With an automated marketing system 10% of all producers close 80% of all sales. 80% of all sales.

• WithoutWithout the means to stay in touch, 90% of all producers are the means to stay in touch, 90% of all producers are frantically scrambling to writefrantically scrambling to write their share of only their share of only 20% of the sales20% of the sales to be madeto be made.

““Unless you're just lucky, and you find that Unless you're just lucky, and you find that extraordinary salesperson with the ability to extraordinary salesperson with the ability to

find opportunities everywhere and build find opportunities everywhere and build their book, an agency needs something like their book, an agency needs something like

this that's a system to keep you focused, this that's a system to keep you focused, directed and moving forward.”directed and moving forward.”

– – TomTom

Kansas ClientKansas Client© 2010 Relational SalesPro, LLC

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Gaining Gaining ConfidenceConfidence

• It is a proven fact that most people react negatively to high-react negatively to high-pressure salespressure sales. Regardless of your product or service, people buy for emotional reasons, and they buy from people they like and buy from people they like and trust.trust.

• Your prospects must recognize your name and logo and equate it must recognize your name and logo and equate it with your expressed desire to do businesswith your expressed desire to do business with them.

• Your prospect must have an opportunity to form an opinion of your honesty and reliability to gain confidence sufficient to rely to gain confidence sufficient to rely on you.on you.


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Building Key Building Key AdvocatesAdvocates

• Referrals have a 67% close ratio because trust is transferred 67% close ratio because trust is transferred from the referring party to you.from the referring party to you.

• “WOW” your best clients. Identify your top 20 clientsIdentify your top 20 clients and implement a strategy to exceed their service and relational to exceed their service and relational expectations.expectations. Advocates are those who sing your praise and become a valuable source of referralsvaluable source of referrals. .

• Ask your centers of influence for referrals The key is to develop “reciprocal” relationships with betweendevelop “reciprocal” relationships with between 10 to 12 10 to 12 "core" influencers"core" influencers by taking them to lunch regularly, and send referrals their way.


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Taking a Road Less Taking a Road Less TraveledTraveled

• 80% of sales are made after the 7th contact. 80% of sales are made after the 7th contact.

• Without a centralized-prospecting methodWithout a centralized-prospecting method designed to communicate with prospect, clients and centers of influence through all the stages of relationship, building a winning building a winning pipeline could be impossible. pipeline could be impossible.

• Cultivating a warm pipeline of prospects is neither, a quick, neither, a quick, or an easy task.or an easy task.

• When developing a pipeline from scratch, expect to see When developing a pipeline from scratch, expect to see results between 6results between 6thth and 8 and 8thth month. Years 2 – 5 generate month. Years 2 – 5 generate increased results.increased results.


Nothing in the world can take the place of Nothing in the world can take the place of persistence. Talent will not; nothing is more persistence. Talent will not; nothing is more common that unsuccessful men with talent. common that unsuccessful men with talent.

Genius will not; unrewarded genius is almost a Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of proverb. Education will not; the world is full of

educated derelicts. Persistence and educated derelicts. Persistence and determination alone are omnipotentdetermination alone are omnipotent..

-Calvin Coolidge-Calvin Coolidge

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Income Producing Tasks vs. Income Producing Tasks vs. Non-Income Producing TasksNon-Income Producing Tasks

The decision is yours - - - -The decision is yours - - - -

Do you know the average salesperson spends only 20% 20% of their available time performing income-producing tasks.

31% - administration 31% - administration

18% - travel time 18% - travel time

17% - non-productive downtime 17% - non-productive downtime

14% - problem solving 14% - problem solving

10% - active selling 10% - active selling

10% - prospecting10% - prospecting

Resource: Annual sales force effectiveness study, 2006


For the resolute and For the resolute and determined, there is determined, there is

time time and opportunity.and opportunity.

-Ralph Waldo Ralph Waldo EmersonEmerson

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How Much is Your Time How Much is Your Time Worth?Worth?

$500,000 annual commission revenues = $277.78 per hour$500,000 annual commission revenues = $277.78 per hour




$100,000 annual commission revenues = $ 55.55 per hour$100,000 annual commission revenues = $ 55.55 per hour

$ 50,000 annual commission revenues = $ 27.78 per hour$ 50,000 annual commission revenues = $ 27.78 per hour

Calculations based on 1800 hours per year


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Not All Software is Created Not All Software is Created EqualEqual

• Contact Management systemsContact Management systems, such a ACT and Goldmine that allows you to track information.

Total ReactiveTotal Reactive – the user tells it to do and when to do ittells it to do and when to do it The user must create all communicationuser must create all communication before the system

can be launched.

• CRM systemsCRM systems, such as SalesForce, focus on internal client relationships, analysis, tracking and reporting.

Partially ReactivePartially Reactive – track, analyze and forecast from data. The user must create communications, set up when to send.user must create communications, set up when to send.


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• Relationship Managers - more proactive then reactiveRelationship Managers - more proactive then reactive.

The marketing process is automated thus doesn’t require the users instructions until human contact is required.

• Two types of Relationship Management systemsTwo types of Relationship Management systems;

Systems requiring the user to write, install all communications and requiring the user to write, install all communications and

build the campaigns before launchbuild the campaigns before launch.

SALESPRO SALESPRO Opportunity BuilderOpportunity Builder, completely proactive, turnkey, completely proactive, turnkey, pre-built with communicates, campaigns, strategies, ready for pre-built with communicates, campaigns, strategies, ready for prospects and launch.prospects and launch.

Yet, totally customizable by user preferencestotally customizable by user preferences.


Not All Software is Created Not All Software is Created EqualEqual

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Successful Marketing is Based On Successful Marketing is Based On One Important Premise —One Important Premise —

You MUST be in front of prospects when they are You MUST be in front of prospects when they are

ready to buy ready to buy

not, when you are ready to sell. not, when you are ready to sell.

This is the foundational objective the foundational objective from which RSP

developed and supplies its’ series of insurance specific, web-based

Relationship Marketing Automation

SALESPROSALESPRO Opportunity BuilderOpportunity Builder.


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SALESPROSALESPRO Opportunity Opportunity BuildersBuilders

• SALESPROSALESPRO for Commercial Lines New Business

• SALESPROSALESPRO for Employee Benefits New Business

• SALESPROSALESPRO for Bond New Business

• SALESPROSALESPRO for Personal Lines New Business

Available Per User or Per Agency; With or Without a Coordinator

Integrated Call Center Portal Turnkey, Ready to Import Leads and Launch to include; Introduction • Nurturing • Appointment • Proposal • Client

Retention New Prospect • Former Client • Referral • Chance Meeting Quoted, No Sale • Past Relationship • Drop By 5 years of Nurture Communication 3 years of Client Retention Centers of Influence Building Email Appointment Notification Advanced Reporting Key Performance Indicators Easily Customizable and Easy to Use


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SALESPROSALESPRO Saves Time and Saves Time and MoneyMoney

Hundreds of letters, emails or faxes strategically chained together allowing you uninterrupted personal communication with hundreds of contacts simultaneously and with little effort.

No more forgotten contacts! SALESPRO alerts when action is needed!No more forgotten contacts! SALESPRO alerts when action is needed!


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Create Your Plan – Work Your Create Your Plan – Work Your PlanPlan

Marketing with Marketing with SALESPROSALESPRO

Producer controlled processing with no phone assistanceProducer controlled processing with no phone assistance Producer controlled processing with phone assistanceProducer controlled processing with phone assistance Coordinator as the internal marketing arm for agency producersCoordinator as the internal marketing arm for agency producers FulfillmentFulfillment

Start up as delivered with existing prospects: time allocation approximately 8 hoursStart up as delivered with existing prospects: time allocation approximately 8 hours

Start up with customizations based on user reply timeStart up with customizations based on user reply time Task ListTask List

• Letters are emailed for edits or alterations (time depending upon producer’s desire to alter Letters are emailed for edits or alterations (time depending upon producer’s desire to alter letters)letters)

• Existing prospects are exported into RSP’s Excel template and emailed to Relational SalesPro, Existing prospects are exported into RSP’s Excel template and emailed to Relational SalesPro, LLCLLC

• New leads are sent to user for cherry pickingNew leads are sent to user for cherry picking• New and existing prospects are imported into SALESPRONew and existing prospects are imported into SALESPRO• Report sent to user for data cleanup, review and duplicate checkReport sent to user for data cleanup, review and duplicate check• Prospects are system launched based on desired intervals.Prospects are system launched based on desired intervals.• Training: 3—one hour on-line sessions and practice database freely availableTraining: 3—one hour on-line sessions and practice database freely available• User unique set-upUser unique set-up

Start up with Marketing AssistantStart up with Marketing Assistant• New user intakeNew user intake• Target market identificationTarget market identification• Assistant begins calling to pre-qualify warm leads and calling for appointments within desired Assistant begins calling to pre-qualify warm leads and calling for appointments within desired

lead time. lead time.


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It’s All About It’s All About RelationshipRelationship®®

80% of all sales are made after 5-7 contacts 80% of all sales are made after 5-7 contacts but, but,

ONLY ONLY 10% of all producers have a means to 10% of all producers have a means to

continue communication to nurture prospects; continue communication to nurture prospects;

The salesperson who nurtures enough relationships The salesperson who nurtures enough relationships

will close the most business, retain the best quality will close the most business, retain the best quality

business, and be the most successful. business, and be the most successful.


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Fee StructureFee Structure

Commercial • Employee Benefits • Bond • Personal Commercial • Employee Benefits • Bond • Personal LinesLines

SALESPRO Fee StructureFee Structure Preferred Payment Method: Debit or Credit Card Debit

• $2500 initial set up fee*$2500 initial set up fee*• $250 per month, per user subscription fee $250 per month, per user subscription fee (2 modules same user + $125 per (2 modules same user + $125 per

month).month).

• Exclusive pipeline includedExclusive pipeline included• Fresh leads includedFresh leads included

* For groups of four or more enrolled users, a 25% reduction in initial fees will be given

It’s All About RelationshipIt’s All About Relationship®®

““Our commissions jumped from Our commissions jumped from

$470K to $728K in one $470K to $728K in one year.”year.”

-Barb Barb -Wisconsin ClientWisconsin Client© 2010 Relational SalesPro, LLC


Deborah Miller, President Deborah Miller, President www.relationalsalespro.comwww.relationalsalespro.com

It’s All About It’s All About RelationshipRelationship®

Thank you for your Thank you for your

interest. interest.

Call today; we’ll help you Call today; we’ll help you

see results by the see results by the

3 3rdrd quarter! quarter!

800-893-1578800-893-1578

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Winning More Appointments