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Company ABC

Presented by | Your Name(s)

By: Matt Verstegen

August 2, 2013

2013 C&B Summer Internship

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Objectives

Short-Term Objectives Long-Term Objectives

• Set 15 Appointments • Identify fully-insured clients/prospects

• Attend 8 Appointments • HCR resources

• 20 minute presentation • Update prospect information

• Create Scorecard • Kickstart

• Mentor Assigned Objectives

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Appointment Setting Highlights

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Appointment Setting Breakdown

Meetings Set. 17.

20%

Happy with Broker. 42. 51%

Not Inter-ested. 24.

29%

Appointments

• 66 rejections• “I’m happy with my current broker”• “Not Interested”• “Send more information”• “Just renewed” / ”Don’t have time”

• Alternate funding• Email

follow-ups/delayed phone call

• Resulted in 2 appointments

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Appointment Setting Breakdown

Not-for-profit

Service

Retail

Manufacturing

Construction

Agriculture

0 1 2 3 4 5 6 7 8 9

Industry

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Appointments Attended

•Fulfillnet w/ Tracy Kleist•Machine Service w/ Damian Simons•Key Auto Mall w/ Steve Pasdiora•The Stanley Foundation w/ Steve•Midwest Harness w/ Jason Gutzman•Girl Scouts of the NWGL w/ Jason•The Learning Shop w/ Damian•Milk Source LLC w/ Jason

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Appointment Setting-Key Auto Mall

Key Auto Mall was a colder prospect than the Rams in 2011.

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Appointment Setting – Key Auto Mall

• Started with Connie McKean- Office Manager/HR• Set multiple appointments with escalating decision makers within the

company• 250+ employees• 4 Locations• Steve Pasdiora – Producer• ~$60,000 in commission• Next appointment scheduled by Steve Pasdiora

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Appointment Setting-Key Auto Mall

Now, Key Auto Mall is as hot of a prospect as Tavon Austin.

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Appointment Setting- Hurckman Mechanical

• Left 11 voicemails• Finally got a callback to send information• Called back a week later to follow up, and got the appointment• Persistence paid off

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Project Highlights

“Kickstart”

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Above and Beyond

Short-Term Objectives Long-Term Objectives

• Set 15 Appointments • Identify fully-insured clients/prospects

• Attend 8 Appointments • HCR resources

• 20 minute presentation • Update prospect information

• Create Scorecard • Kick Start

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What is Kick Start?

• A folder designed to reduce stress and eliminate the transition period of going from new hire to active, productive intern.• Supplement to C & B provided material• Resource to help guide interns

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Benefits of Kick Start - Intern

• Instead of starting at ground zero, hit the ground running• Resource created by interns that have been through exact same

experience• Allows the intern to get into the mind of previous interns, and see what

did and did not work in the past• Makes calling warmer

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Benefits of Kick Start – C & B

• Reducing training & learning time by 1-2 weeks• Interns get into calling faster and more confidently• More appointments set overall, leading to greater/wider leads and

increased revenue overall• Alleviate pressure on Mark & Justin• More seamless process

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Numbers without Kick Start

• Nine interns set 231 appointments as of 7/30/13• Called for approximately 7 weeks

• 33 Appointments per week• 3.7 appointments/week per intern

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Numbers with Kick Start

• Interns would be able to call for ~8.5 weeks• Using previous numbers:

• 50 more appointments per summer• ~5.5 more appointments per intern

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Benefits of Kick Start – C & B

Without Kickstart With Kickstart0

50

100

150

200

250

300

Appointments

Appointments

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Kick Start – Personalized

• “There is always that smoking gun that positions you above everyone else… strategic advantages that slaughter your competition, get you in the door more easily, and give you something of great interest to the buyer.” - Ultimate Sales Machine, p.76-77

• About 400 companies within the Fox Valley• Most, if not all of them we have a connection with in some way or another

• Relationships – our Smoking Gun• #1 driver/wedge to get in the door, get a meeting, and eventually write the account

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Recommendations

• In the Fox Valley, target:• Credit Unions

• CUNA• Prospera• Citizen’s First• Capital

• Manufacturing• Construction

• Self-funded Prospects• One single producer

• Salesforce Campaigns• Key to building relationships in Fox Valley

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Long-Term Value

• Great internship, great experience• Loved working with everyone

• Constantly improving• Full-time

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QUESTIONS

Matt Verstegen2013 Sales Intern

Cottingham & Butler

563-587-5088 – direct920-915-3788 – cell

mverstegen@cottinghambutler.com