A Peek Inside a Sales & Marketing AgencyBrian BartoshTop o’ Michigan Insurance Agency

Peek into a Sales and Marketing BrokerageBRIAN D. BARTOSH, CIC, LUTCF

PRESIDENT, TOP O’ MICHIGAN INSURANCE

Who am I?

Entered the Insurance Industry in 1979

Principal of Top O’ Michigan Insurance

Distribute from 9 Branch Locations and the Internet

Sales Management of 6 Producers

Involved in Technology since 1985

Strong proponent of Workflow Management

Utilization of Technology has been are success

Introduction Take Risk

Focus on Business Intelligence

Apply them to Sales and Marketing

Our Sales Culture

Go for the Win

Coverage

Price

Relationship

Service

What is our strategy

Go for the Win

Coverage

Price

Relationship

Service

What is our strategy

Go for the Win

Coverage

Price

Relationship

Service

What is our strategy

Go for the Win

Coverage

Price

Relationship

Service

What is our strategy

Go for the Win

Coverage

Price

Relationship

Service

What is our strategy

Go for the Win

Coverage

Price

Relationship

Service

What is our strategy

Go for the Win

Coverage

Price

Relationship

Service

What is our strategy

Goals What do you need to know?

Close Ratio

Retention Ratio

Average Revenue per Account

Average Commission Rate

New versus Renewal

Need to have a Target

Greater Sales Growth

Track Activity – Not Production Transactions

Goals should be based on the Activity required

Use the data to make the best plan

Provide Sales Results in Real Time

Don’t make it the Monday morning news

Support the Plan Introduction

Phone/In Person Contact

Diagnostic Appointment

Quoting and Rating

Proposal

Sale/No Sale

Matching up your Workflows

Use your Data

Data Integrity

Analyze the Activity

Identify the next action

Personalize the Message

Business Intelligence

Open Discussion

Let me know your thoughts and questions