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USE YOUR ‘WAR ROOM’ TO PLAN CLIENT ACQUISITION AND RETENTION
How much money are you wasting at weekly sales meetings that you could be earning at “client acquisition and retention” meetings in your agency’s “war room?”

To grow revenues on a consistent, systematic basis, each meeting should follow these tactics;

1. Meet with producers on Friday afternoons to create and review their plans for the following week.  Because most people have high energy in the morning, producers should be using this time to focus on acquiring and retaining clients. 

2. To improve attendees’ concentration, don’t allow chairs, food, or drink in the War Room

3. Change leaders with every meeting. This is a great training tool that gets everyone involved 

4. Make attendance mandatory for producers, marketing staff, account managers, and other team members as needed 

5. The meeting should be no longer than 40 minutes. Be sure that it starts and ends on time –
always – failure to enforce this will spill over into other agency processes, making the meeting useless.  To encourage promptness, have the last person in take minutes; other late-comers should contribute to a “fine pot” for distribution to nonprofit agency activities.

6. Have the leader publish and distribute the agenda, listing each attendee's responsibility three days in advance. The leader can either create the entire agenda or ask agency personnel for input.

7. The agenda should include:

A sample presentation to a client or prospect that demonstrates coverage, retention, acquisition or marketing.  As a rule, the study should take no more than 40 minutes – the average length of a sales presentation; however, it can go longer if the client asks open-ended questions that might lead to a larger sale.
An electronic/hardcopy list of each producer's prospects that shows how the lead was obtained, the date of the appointment, and the agenda for the sales call. Producers who have knowledge about the prospect and/or suggestions for closing the sale should share this information.
Sales results for all producers during the past week (the leader might ask them for more information when posting the agenda).
Relevant input from account managers. 
Updated information on insurance companies (markets, etc.).

Use these tactics consistently – and watch your client list, retention rate, and earnings grow!

Preston Diamond
Other articles by: Preston Diamond
Categories: Selling, Client Retention, Presentions
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