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- MRL #041- Dynamite Drop-Ins (For Scared-ey Cats)
MRL #041- Dynamite Drop-Ins (For Scared-ey Cats)
If you havenāt noticed yetā¦
I tend to be a bit of a contrarian.
When others are zigging I prefer to zag.
Sometimes it serves me, other timesānot so much.
Like the time I started doing drop-ins during COVID.š³
I got thrown out of almost every office I walked into.
One lady even shoo-ed me out with a broom.
āReally?ā
No, not really.
Iām just joshinā you.
Believe it or not, after having done hundreds of drop-ins, I can honestly sayā¦
Iāve NEVER Been Thrown Out Of A Single Officeā¦ Not Even During COVID!
Not once.
Maybe, itās the eye patchā¦
Maybe, itās because Iām 6ā8āā¦
Maybe, itās the 70ās era mustacheā¦
I donāt know.
Whatever the reason, Iāve never been thrown out.
And chances are, you wonāt either.
So, if youāve been too scared to try drop-ins till nowā¦
STOP Being A Scared-ey Cat!
āWait?! Who you calling scared, Max?ā
Easy, Big Chief š ā¦
I only assume you donāt do drop-insā¦ because, the truth isā¦ I didnāt do them for the longest time, either.
I was scared to death.
I just knew as soon as I walked into that first bizness, they were gonna whip out their steely fangs and bite my head off.
Fortunately, that never happened.
The fear was all in my head.
Kinda like cold-callingā¦
After you finally make a fewā¦ you realize itās no big deal.
If I havenāt convinced you to start doing drop-ins by now, I probably never will.
But, if I have swayed you, letās talkā¦
How To Actually Do Drop-Ins
But first, a few things to rememberā¦
Weāre interrupting their busy day
They almost certainly donāt wanna talk insurance
We do NOT want to open the door with āquotingā
With all that in mind, letās continue toā¦
STEP 1: Walk In The Door And Mozy Your Way Over To The Receptionistās Desk
If thereās not a receptionistās desk thereās always somebody floating around you can ask for help.
If you know the Decision Makerās (DM) name, ask the receptionist if theyāre available.
If you donāt know who the DM is, ask the receptionist:
āWhoās in charge of the insurance program for you guys?ā
Nextā¦
STEP 2: Be Prepared For One of Three Repliesā¦
Reply #1: Hold on, Iāll get him/her for you.
Reply #2: Oh, Iām sorry. Theyāre not available at the moment.
Reply #3: Oh, Iām sorry. We donāt allow solicitations.
Expect replies #1 and #2 the vast majority of the time.
Despite what that little silver sign says on their front doorā¦ almost no one is gonna pull the āNO SOLICITINGā card on you.
And even if they do, theyāre always cordial about it.
Call me full-of-crap, butā¦
Youāre gonna be surprised how often the receptionist stands up, walks down the hall, says a few inaudible words, and the DM just walks out and meets you on the spot.
STEP 3: Have A Conversation (You Knowā¦ Like An Actual Human)
Try opening with something like:
āHey Sue, I was visiting with XYZ down the road and just wanted to stop by while Iām over here and say hello.ā
Theyāre either gonna be receptive or not.
You never know which.
One thing is for certain though, they will respect you for having the stones to drop-in face-to-face.
(Which could pay huge dividends if they never even see their current agent).
If the DM seems open to a conversation hit emā with curiosity around ādue-diligenceā (we teach you how to do that here).
If theyāre not open to a conversationā¦
Step 4: Leave Them With A āValue Pieceā
A āvalue pieceā could be a market updateā¦
An article on a recent nuclear verdict in your stateā¦
A cheat sheet on ā5 Steps To Mitigate Cyber Risk In 2023āā¦
Doesnāt really matter.
Just needs to be something valuable to their bizness and their industry.
If the DM isnāt available, leave the āvalue pieceā with the receptionist and ask them to give it to the DM when they get in.
Then simplyā¦
STEP 5: Thank Them For Their Time And Exit
Nowā¦ youāre probably thinking:
āWaitā¦ walk in? Have a conversation? Leave them a market update? And say thank you? That seems kind of obvious. I didnāt need to read this! I couldāve done all that on my own!ā
Thatās exactly the point.
Thereās no super-secret-ninja hack.
The hack is just mustering up the stones to get off your keister and get out there.
Like everything else in life, there are no shortcuts.
Itās just a matter of doing the boring work.
Overā¦ and overā¦ and over again.
So, get off your tookus and go knock on someoneās door this week.
Ok, thatās enough out of me.
You have your marching orders.
See you next Sunday.
Kick ass take names,
Max āAināt Skeerādā Revenue
P.S. If you found this letter helpfulā¦ there are 3 other ways we can help you:
1. The Producer Playbook- The Step-By-Step Guide To Building A $1,000,000 Book of Business (From Scratch)
2. The Max Revenue Show- Our weekly podcast (available just about everywhere).
3. The Max Revenue Channel on YouTube- Weekly videos from Micah āThe Zen Master of Commercial Insuranceā Salas, including his new series āDiary of a New Producerā.
P.S.S. Be on the lookout for more emails from me this week. Gonna start sprinkling in a few more when Iām feeling froggy.
If you find the additional tips, strategies, and motivation to be a nuisanceā¦ you can unsubscribe below.
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