So welcome back. Kelly Donahue-Piro here with Agency Performance Partners and our next video blog on proactive renewal calls. So if you’ve been following along you know how to do them, you know how to prep for them. We haven’t given you all the secret sauce. That is only for our clients! But one of the things I do want to talk about that we get all the time when we launch this with agencies and if you are going to do this independently on your own I want you to be prepared for it. It is what I call “Bitter Beer Face.” If you tell your team and you get Bitter Beer face, it’s ok. It happens to me all the time. I am very much immune to it at this point.
What really is going on in people’s heads is two things. Number one – We do not have time for this. Number two – This is definitely going to lead to more remarketing because we are waking the sleeping giant. We are not waking the sleeping giant. That giant is getting hit with advertisement after direct mail piece after email after tv commercial from all of your competitors. They are waking the sleeping giant, not us. By us contacting them we are providing them with a convenient opportunity to continue doing business with us. Which is what everybody wants.
How do we blast through this? The first thing is we track the remarketing hit ratios like little ninjas. I am obsessed with it. Because I want to prove to everybody 110% that under no uncertain circumstances it actually drives down remarkets. Because when we get to them first we can explain what is going on and have options. But when they call us a little “spicy”, we have nothing and have to really tap dance around and hope for the best.
Now the other part about it is, the hit ratio in remarketing goes up so when we track remarketing often times we see maybe a 25-30% hit ratio in remarketing. So if you do ten, you move three. Well that’s a lot of time wasted all of a sudden. We can convert that time into account rounding, we can convert that time into increases. We are in a much better situation.
We are going to do our next Vlog all on remaketing. You are going to see such a huge difference. Now the key to all of it is it does reduce remarketing. Unless you are going through a crazy time, like you are going through a book roll. That’s all you can do. You are going through a situation where the biggest carrier is seeking the biggest rate increase we may have to do something different. But pretty much statistically the remarketing goes down. Which is a benefit to the independent agent. So I want you to think about this.
The other part of this is time. Time Time Time. How do we fit it in? We also see what happens to call volume. No one is making calls. It’s crazy and chaotic. When you start getting proactive, the call volume drops because you are getting out to someone ahead of time in a much calmer environment. So you actually see more time and more space. Now you are doing more endorsements and cleaning up accounts. However the reduction in time is worth it. So there are two major benefits. One – more time. Two – less remarkets. We are going to spend our next video blog all on how this reduces remarketing. And I am actually going to have a guest blogger. Vlogger. I am going to try to convince one of our clients to talk on our video blog. I think it is going to be outstanding. Catch up with us next time when he can tell us how his team survived and thrived on the program. We will get a live video testimonial which should be outstanding. Thanks for participating today. Remember when you get the Bitter Beer face, it’s ok. We have to blast through it. The first 60 days are the hardest. And check us out. If you have any questions on how to do this we have plenty of free resources. But if you need an extra set of hands, we are your people!
