Super Agent

Archive for September, 2016

Create a New Habit

Creating new habits can be exceedingly difficult. It is said that it takes 30 days to really have a habit stick. But, what if the outcome of that habit helped you become more productive, increased effectiveness and potentially rewarded you with more time? Would you give it a try?

One such habit exists and it’s encouraged you try to make it a habit yourself.

One of the biggest distractions of our day is the constant barrage of emails. If you’re like many, you wake up, start your coffee and grab your phone. These are habits. While drinking your coffee you delete the messages that aren’t important, read the urgent, and then filter through the remainder.

That simple habit can change the course of your day, and in many cases not for the best. All of a sudden new priorities have emerged and what you had planned to do, make marketing calls, research a prospect, gets pushed to the bottom of your agenda. This can happen frequently throughout the day as well.

Here’s a new habit to consider. Instead of looking at email throughout the day, pick two times during the day that you will review and respond to email messages, perhaps once in the morning and once in the afternoon. Create an out-of-office message that can be utilized between your designated responding hours, something to the effect of “Unavailable to respond until ____.” Make sure to give instructions about what to do in the event of an emergency. You’ll find that few of your messages are.

Creating this simple habit of designating times to respond to emails frees you up on what’s important to you. If you don’t make your priorities a priority, someone else will!

Give it a try for 30 days and see how much time you gain.

Ask a Client for a Referral

It is always surprising to hear how few agents have a process for facilitating referrals from existing clients. Here are some statistics that may motivate you:

According to Nielsen Media Research, 92% of respondents trusted referrals from people they knew; and

People are four-times more likely to buy when referred from a friend.

According to Texas Tech, 83% of consumers are willing to refer after a positive experience, yet only 29% actually do.

Why is that? Likely because the salesperson isn’t asking them to! Finally:

According to Wharton School of Business, the lifetime value of a new referral customer is 16% higher, meaning that someone who is referred by a colleague or friend may actually spend more with you as a result of the referral.

So, with all of these great statistics in mind, doesn’t it make sense to work on developing a referral plan? Here are three ways you can incorporate a client referral into your everyday activities:

1. When you close a new account: The best time to ask for a referral is when you’ve just closed a new account. Your prospect, who is now a client, has seen firsthand the value in what you do. Why not ask them if they have any colleagues who would benefit from going through the same approach?

2. When you renew an existing account: What better testimonial than from an existing account? As you complete the renewal process, why not ask your client if they are familiar with some of the members of your prospect list? Share your list of target-clients. By sharing your list, you are taking the work out of making the referral yourself; your prospect doesn’t have to think of someone to introduce you to. They can make an introduction to someone they know, whom you’ve already identified as a great prospect.

3. When you help your client address an issue: Let’s assume you’ve just helped your biggest client with a big issue- why not ask them, “Do you think anyone within your industry may be at the same risk?” Follow that up with, “Do you have any colleagues who you’d like to help avoid this issue? I’d welcome the opportunity to assist them as well.”

These are just three ways you can develop referrals from your clients. Which one will you try today?