Imperial PFS Announces Platinum Partnership and Introduces $10,000 NetVU Conference Grand Prize
NetVU is pleased to announce that long time supporter and
leading premium finance company, Imperial PFS, has
increased its support of NetVU and the NetVU Conference by becoming a
Platinum Partner.
The move from Silver to
Platinum expands Imperial PFS’ broad network of support for independent
agents. This move makes Imperial PFS one of NetVU’s strongest
supporters. According to Imperial PFS Senior Vice President for Sales and
Marketing, Jim Williamson, “We have been supporting the NetVU (formerly AMS
Users’ Group) organization for more than two decades now, and as we refocus our
energies on promoting our new brand, it makes sense to step up support of this
strong organization.”
“In addition to their
partnership support”, Lisa
Harrington, COO of NetVU commented,”Imperial PFS has donated $10,000 for our
conference grand prize giveaway. More than 1,500 agency attendees will
benefit from not only the opportunity to network and learn from other
successful agencies, but they will have the chance to win the grand prize of
$10,000. In my book that’s a HUGE WIN for NetVU members.”
Imperial PFS is one of the
leading premium financing companies, with a network of 28 regional branch
offices. NetVU member Jim Elrod, of Little & Smith, Marietta, GA said,
“The size and independence of Imperial PFS, provides the flexibility and
creativity we need to handle all our accounts. I like that one
company can handle all our needs….and the fact that they integrate with
Vertafore makes them easy to do business with.”
Imperial PFS rebranded during
2011 by combining two of the strongest premium finance brands in the market,
Premium Financing Specialists (PFS) and Imperial Credit Corporation
(ICC). For more information or to contact them directly, please visit www.ipfs.com or email marketing@ipfs.com.
Calendar
Management — Not Time Management
Congratulations! We’re recommending we all take a
vacation from being in the sales business – we are now in the calendar management business.
Calendar
management not time management – time
can’t be managed anyway. But calendars can be managed. What we’re really talking about is the
process of managing the calendar of your prospect.
We
have never seen a time where it has been so difficult, so challenging to
actually reach people. This is quite understandable. Everyone who has a job has at least two
jobs. Remember the days when we actually
had assistants? Ahh, but I digress! Look at your computer screen – you probably
have four or five programs open right now.
Plus your communication devices that never sleep – all this noise
results in a bit of madness.
We’re
competing for the time and attention of the people we wish to meet. Let’s face it; if we can’t get on the
prospect’s calendar, then they can’t become a prospect. Duh, no kidding Tom!
Yes,
as difficult as this is to take – even with your extraordinarily stupendous
proven product and universally recognized ultra cool service package, getting
through the noise is a struggle. This
includes your author as well!
So,
how do we deal with this challenge at the very front end of the sales
process? We think that precision,
creativity, sustained energy, joyful perseverance, and humor can help.
First,
some facts:
- It
takes seven contacts to get to the wrong person!
- The
chances of a call back are close to zero. The response statistics are slightly
better with email but still not much above zero.
- 86%
of our phone calls now go to voice mail (so you had better be good at it!)
- Obviously
this means that only 14% go to either the gatekeeper or your targeted person.
- It
takes only one minute and fifty one seconds to leave a voice mail…and yes,
always leave a voice mail – we recommend you get out of the “Do I leave a voice
mail?” debating society – just leave it.
Here’s
a good one: have you ever said to someone that you actually did reach: “Could
you please switch me over to voice mail, I don’t know what to say”. It gets a good laugh because everyone gets it
– try it out for yourself.
…and
yet the best sales professionals persevere.
Some
strategies used to manage the calendar of others:
- Q:
When is the best time to contact a prospect?
- A:
When you’re conscious
- Q:
How often should you contact the prospect?
- A:
Until they surrender
- Q:
What is the second best sales book ever written?
- A:
Dr. Seuss’ Green Eggs and Ham – check it out – the message is inspiring
and the technique works. We hand out
copies of this book at our seminars.
- Work
with the gatekeeper – invaluable assistance and ultimately your advocate. Take the time to learn their name. Just say: “I don’t know your name”. Keep in mind that you will be making multiple
contacts and will be greeting the gatekeeper in the future.
We are
still advocates of using the phone. When
leaving voice mails, here are some dialogue ideas to consider. Most of these ideas apply to email and social
media as well:
- “This
is my attempt to get on your list of important people to talk to.”
- “Would
it put more joy in your life if you were to meet with (insert your name)?” Our
thinking is “How can anyone say “no” to that?
We’re not kidding; we use all these methods regularly.
- “I’m
going to be in your neighborhood – I REALLY am going to be in the neighborhood,
I really really am…and hope that meeting with me could put more joy into your
life, etc. How’s Tuesday at 10:00 a.m.?” Many of us do a fair amount of travel and it
makes sense to manage the travel time in the most efficient manner.
- “I
know I’ve been missing you – so I’m going to take a leap here and put you on
the calendar – I will call you on Thursday at 9:00 a.m.” Follow
up with a call at 9:00 a.m.
and leave another voice mail – rinse and repeat with humor, the human touch and
your professionalism.
- If
you get to know them a bit (or think that you do because you’ve left a number
of voice mails), try: “You might as well give up, I’m going to contact you
until you surrender.”
- “John
Jones referred me to you and if I don’t contact you, John will kick my butt all
over the county”
- OK,
we admit it; we’ve tried sales by telepathy.
Sounds like a great title for a sales book: “Sales by Telepathy – you’ll never have
to make an outbound call again!”
- What
about regular mail a/k/a snail mail? – we’re not opposed to regular mail - give
it a try – at least we know the mail gets through, but you must follow your
mailing up immediately with a call or an email – you need to contact them as
they are opening the envelope.
A good
rule to prospect by:
- Eliminate
any emotional attachment that anyone will get back to you. This becomes quite easy after the first
100,000 unreturned phone calls, emails or telepathic contacts.
We
think we’re right about this – you are competing for the time and attention of
your prospect. Notice we’re not saying a
word about price, your product offerings, qualification or closing techniques -
just plain old connecting with someone – person-to-person.
If you
have any other hints on how to get in the door, please tell us what you may
have tried. Don’t worry about giving
away your secret formula – you have an unlimited supply of prospects – you
can’t get to them all anyway.
Best
wishes are flying your way.
GO WEST – Is There a Place for You?
Joyce
Sigler, CISR, CPIA, CPIW, of Jones-Wenner Insurance Agency, posted the following comment about the NetVU Conference in The Lounge on NCOM. We thought it so
embodies the value so many people receive from attending conference, we wanted to share it
with the entire membership.
Many people contact me for assistance on their desires to understand and use
the AMS360 system within their agencies. Recently one of those people asked a
very familiar question "Why do you .... help so many people ... have
the passion ... question so many things ... go to conference ... do you learn
anything.??? Truly when you go do you learn anything new?
I've spent the last two weeks thinking about that ... and here is my public
answer to that ... there is a place and purpose for everyone at every level
that you are at and every role you play at each and every industry event.
There are absolutely endless possibilities for anyone in this industry to
learn, excel, and to make themselves the best that you can be.
Do I learn ... absolutely! I learn something new about this
system every day, I learn something new in every class I teach, and
every person that I help. Regardless if you have been on the 360
management system or any other Vertafore product you are missing the best
opportunities that are available by not being involved. The
beautiful thing is YOU choose the level of involvement, education, networking
and communication that you want, need and desire. This is one place that
YOU are totally in charge.
I have yet to meet anyone that I can't learn from ... to all of you that
start out talking by saying, "I know this is going to seem silly or
dumb ..." there is no such thing -- the only thing that you miss is taking
opportunities that can make you better. If you have been in this industry
3 months or 30 years — conference, PowerUsers, Chapter meetings can give you
something to take home, and to make the agency you work within
better.
Conference for me holds endless opportunities and after MANY years still
gives returns for the investment that it is to attend and
participate. First there is just the ability at one location in a few days
to have access to knowledge, classes, networking, and product information that
would take years to gather separately. Secondly, there are receptions from
your carriers that allow you to get face-to-face with the carriers that you
work with each day. Third, the opportunities to bring your own
"baggage" and drop it at Vertafore's feet is UNBELIEVABLE. In
the first years that I ever went to conference I'd spend a good deal of time in
the “How To” Room -- it is absolutely a MUST ATTEND and put on your
agenda. What resource do you have in your office that today you can gather
up your "real life" issues and set down with PEOPLE that care and can
give you answers and resolutions? Beyond that you have the exhibitors hall
that you can go and demo products that could enhance your opportunities in your
agency.
Regardless of your skill set or experience level, the theme of conference, THERE'S A PLACE FOR U at NetVU, could not be more true. Do not be intimidated
by conference, the time away from the office (I've always found it is there
when I get back), the amount of people, or any other aspect.
Why do I do it ... because when I started in this industry there were people
that I met along the way that showed me the true value of people helping people,
and that message has never ceased.
I'd love to hear why you go, how long you've been going, what you've learned
along the way, and what you hope to learn when we all meet in California.
Read
responses or add your own comments to Joyce’s post.
Who Do I Send to Conference?
You need to be at the NetVU Conference to
take advantage of the Principal’s Track, the Disney Institute session, as well as the onsite networking, and socializing
with your peers and industry experts.
Your IT manager will learn
the latest innovations, and how to maximize productivity and efficiencies by
participating in the CIO panel, being part of an R&D team for a day, and
onsite access to product experts and “How To” Labs that will increase your
bottom line.
Your customer service
manager will find ways to speed up their ability to serve clients, improve
effectiveness, and identify tips and tricks, that will save the agency time and
money. Give them the tools to handle
every situation and survive in the trenches of customer interaction.
Who else should attend? The
employee that is eager to learn, is passionate about helping others, wants to
connect with other people, and network to learn how to do a better job. NetVU
offers opportunities to connect, mentor, and extend the learning that happens
on site by bringing new ideas and fresh expertise back to your office.
There’s a Place for U at NetVU! Register NOW!
Support Your Sagitta
System
Are You Able to Fully Support
the Various Users of Your Sagitta System? If not, you should consider
attending or sending your systems coordinator to the Sagitta System
Administrator Certification (SSA).
February
20-24, 2012
NetVU National Headquarters
Irving, TX
More Information and to Register
The certification is targeted toward the Sagitta system coordinator, with two
or more years in the agency. Upon completing the course, the SSA will be able
to fully support the various users of the Sagitta system, and the SSA will be
recognized as Sagitta System Admin Certified when contacting Vertafore
support. SSA’s also have access to a private community in NCOM available
only to certified members.
Several
benefits have been reported including the applicability to everyday issues
faced by agencies, the hands-on approach and the chance to work through
real-world examples. Your agency will save time and money by sending your
system coordinator to this course!
Certification Immersion will include (in the
past, similar training took multiple courses and many weeks):
- Personalization
- Client services
- Integration/download
- Reporting
- Financial management
- Payables
- Receivables
- And More!
Participation in this training and having access to the materials
will allow each SSA participant to be more self-sufficient in their support of
the agency.
NetVU Account Manager Certification for AMS360 Users Almost Sold Out - Register Today!
Account Managers using AMS360 will want to attend this training
and the prestigious distinction of this certification.
Certified Account Managers will:
- Become experts in their field, including version 6.0
- Use AMS360 to its full potential
and teach others to do the same
- Increase utilization of your
AMS360 system by at least 20% - saving you time and money
- Gain access to a private NCOM
forum
- Be recognized as Account
Manager Certified when contacting Vertafore support
- Gain access to the "Best
Practices" guide to help you share and implement what you've learned
The certification process includes a series of webinars on Version
6.0, followed by tests, and a three day immersion course and test.
Check out the YouTube
Video for a Brief Overview
Immersion Certification:
March 5-8, 2012
NetVU National Headquarters, Irving, TX
To qualify for the "Immersion Certification"
course, individuals must first pass the test of at least six of the nine
available webinars.
Click here for more information
and to register now for the immersion session.
Space is Limited!
Can’t attend the
immersion course in March – No Worries – Sessions held at NetVU Conference will
qualify for immersion credits. Find more information and register now.
Using web-based solutions in order to deliver
policies and other documentation electronically to clients is a growing trend.
Delivering documents via the cloud reduces postage, allows for quick delivery,
and are available to clients anywhere they have a web connection. What a
great customer service!
If your agency
is thinking about going paperless, but wants to know more about security
concerns and the time and cost associated with moving to the cloud –
then this session is for you. Find out from your peers what they are doing
to meet clients' demand for secure on-demand access to policies, and what
products are helping them achieve success.