Holley Insurance first met Agency Performance Partners at the 2016 IAOA Conference in Austin Texas. Steve Holley was looking to boost his agency’s brand so it was a natural fit for our sister company Agency Appeal. After creating a brand for Steve’s growing agency he took our branding guide and got busy applying it to his website, window decals, business cards and proposals. We were even able to weave in Met’s Orange to pay respect to Steve’s favorite baseball team.
Steve started the agency in 2000 from scratch. Over the past 16 years he has grown into a 5 person agency with 2 locations located in Roanoke and Boones Mill VA. This Spring Steve reached out to us to conduct secret shopper calls with his team. From the secret shopper calls we found a few areas where the team could strengthen their sales skills. At that time Holley Insurance contracted with APP to help refine and polish a sales process.
We started by conducting a day long sales training with the team. From this the team worked with APP to define a sales process that would work for them which included:
- Asking the right rapport building questions
- Identifying multiple policy opportunities on new business
- Asking for the business
- Following up 6 times on new business
We didn’t stop at just new business. We also assisted in helping them find account rounding within their current book of business by launching our AM/PM program. In this program we work with account managers on how to ask for one account round in the morning and one more after lunch. One account manager closed 8 account rounds from doing this in a 2 week span!
From the time we started in May through September here are the results:
- 36.9% growth over the same 5 month period
- 2.24 x ROI on the investment with Agency Performance Partners
Here is what Steve Holley had to say about his experience:
“I have been very pleased with Agency Performance Partners. They have helped us implement a sales process in our agency that gets results. Our year-over-year sales numbers have grown tremendously. Besides that, Kelly is a joy to deal with. I highly recommend APP.”
If you are interested in bringing the same training and coaching to your agency, contact us today!
