MRL #013- Selling With BOR's Made Super Simple

To sell with BOR’s we must have a plan.

We must know where we want our prospect to go (a signed BOR) and how we're going to get them there.

Our positioning for the BOR starts at the beginning, continues through the middle, and culminates at the end.

It's a journey, and we are the guide.

The Beginning

It all starts with our first cold call.

The Juan Million Method script is designed to position us from the beginning.

It goes like this...

"Do you ever do any due diligence around your insurance program?

Most people are satisfied with their current broker but wonder if maybe they're missing something or if there's better coverage or pricing available.

I can provide those answers without disrupting your current broker relationship."

This opener sorts the “quoters” from the “due-diligencers" right from the jump.

Notice, we mentioned nothing about "quoting".

Our ideal prospect will self select in and book a meeting.

If we're asked to quote, we politely decline.

"I don't need the practice," I usually say. Followed by one of these responses.

The Middle

In our initial meeting our only objective is to uncover any problems they're having.

Whether it's service, pricing, or coverage related doesn't matter. We're just fact-collecting. We're building our file.

At the end of our meeting we continue positioning for a BOR by clearly framing next steps.

I recommend something like this:

"Ok, here are the next steps.

I will do a line by line audit of your policies, benchmark you against your competition to compare rates, and put together an idea service calendar.

I’ll present what I find in one week.

If I think I can improve your program—I’ll show you how.

If I can’t improve your program—I’ll tell you that too.

I don't want to waste my time or your time so please know if I think I can help you I will ask you to hire me.

If you have significant issues in your program, and I demonstrate I can fix them... are you willing to make a change and hire me?"

That’s called a pre-close.

It forces them to make a decision… to shit or get off the pot.

It’s blunt, but you need to be. We want to weed out the tire kickers.

If they say yes… move forward.

If they say no… end it there.

Again, our ideal prospect will self select in.

The End

Next, comes our presentation meeting.

No trickery or manipulation. We just show them what we found.

If we can help them.. we show them.

If we can't... we show them that too.

It’s really that simple.

Those we can help, we ask:

"Would you like me to fix these issues for you?"

Some will say "no" some will say "yes" some will say "I need to think about it".

Those that say "yes" we ask to sign a BOR.

You should close about 1 in 4 BOR pitches.

Ok, That's It For This Week.

Start with the BOR in mind.

Continue with the BOR in mind.

End with the BOR in mind.

Bingo. Bango. Bongo

See you next Sunday.

Kick ass take names,

Maximus F. Revenue IV

P.S. Don't forget to check out The Max Revenue Show wherever you listen to podcasts.