There are a few reasons this occurs.

The first reason is the agent was recruited based upon a specific product instead of a product strategy.

Therefore, the marketing organization never sees the production from other product lines.

Even, if the agent is skilled at selling multiple products the marketing organization did not uncover the other opportunities.

The second reason is that the agent recruit is not skilled at cross-selling multiple products and the marketing organization does not have a systematic process for training agents to cross-sell.

The third reason is a lack of product training. The marketing organization may have some great products. However, that does not mean that the agent understands the intricacies of the product or how to position it with the client.

The fourth reason is a lack of niche products that address all twenty-six senior market scenarios.

JLS Marketing Concepts specializes in the development of niche product portfolio and provides product and sales training to promote the portfolio. We help enhance your product offerings without interfering with your current business model.

We do all of the legwork for you on the development of your niche product portfolio including providing access to product and cross-selling training through our Platinum Partners Program.

The cost of recruiting agents continues to increase. This happens for three reasons.

The first reason is that the recruiting landscape has become more competitive.

The second reason is the cost of increasing your team of recruiters. Some organizations believe that adding addition marketers is the only way to increase growth.

The third reason is the cost of advertising. Advertising requires not only the actual advertising cost of the campaign but the time in developing and managing the campaign also.

At JLS we believe in improving efficiency over increasing the number of marketers. Marketers often spend too much of their time prospecting for agents instead of focusing on increasing production.

We help eliminate this problem by providing access to agents that have made inquiries on JLS Sales Academy.

With our Platinum Partner Program we give your organization the ability to purchase leads on agents that made inquiries on individual product training, virtual training, in-person training, case reviews, and private mentoring.

This provides your team with qualified agent leads and a predictable agent acquisition cost.

We also work with your team on recruiting techniques associated with our sales training.

We provide your marketers with access to the JLS Recruiting Academy. This is an on-line virtual platform with tutorials on products, agent sales training techniques, and recruiting techniques.

In addition, your team can offer special discounts and incentives on JLS Sales Academy as a Platinum Partner.

We negotiate training reimbursements with all of our niche product carriers. This enables you to give your agents the opportunity to learn for free and helps promote production!

The Platinum Partner Program can turn a single marketer into the power of five.

Many of our Platinum Partners started out as insurance agencies that wanted to add a brokerage side to their business model. They used their existing staff members without incurring additional expenses.

We have helped numerous agencies turn their phone receptionist into an efficient agent recruiter.

The cost of recruiting agents continues to increase. This happens for three reasons.

The first reason is that the recruiting landscape has become more competitive.

The second reason is the cost of increasing your team of recruiters. Some organizations believe that adding additional marketers is the only way to increase growth.

The third reason is the cost of advertising. Advertising requires not only the actual advertising cost of the campaign but also the time in developing and managing the campaign.

At JLS we believe in improving efficiency over increasing the number of marketers. Marketers often spend too much of their time prospecting for agents instead of focusing on increasing production.

We help eliminate this problem by providing access to agents that have made inquiries on JLS Sales Academy.

With our Platinum Partner Program we give your organization the ability to purchase leads on agents that made inquiries on individual product training, virtual training, in-person training, case reviews, and private mentoring.

This provides your team with qualified agent leads and a predictable agent acquisition cost.

We also work with your team on recruiting techniques associated with our sales training.

We provide your marketers with access to the JLS Recruiting Academy. This is an on-line virtual platform with tutorials on products, agent sales training techniques, and recruiting techniques.

In addition, your team can offer special discounts and incentives on JLS Sales Academy as a Platinum Partner.

We negotiate training reimbursements with all of our niche product carriers. This enables you to give your agents the opportunity to learn for free and helps promote production!

The Platinum Partner Program can turn a single marketer into the power of five.

Many of our Platinum Partners started out as insurance agencies that wanted to add a brokerage side to their business model. They used their existing staff members without incurring additional expenses.

We have helped numerous agencies turn their phone receptionist into an efficient agent recruiter.

The key to this issue is understanding the difference between product training and sales training.

Product training helps the agent understand the mechanics of the product.

Sales Training helps the agent position the product with the client as a solution to specific pain points.

Generally, when marketing organizations refer to sales training, they are actually referring to product training. Sometimes they may also show an agent where the product could be used.

However, in order to truly master the utilization of a product the agent must develop a systematic approach to finding the specific pain points that can be resolved with that product.

If the agent carries multiple product lines, they must attempt to identify all of the pain points associated with all of the products. In other words, they must develop a systematic cross-selling process and implement a scenario selling mentality.

When the agent struggles with this process, they often revert back to their old way of doing things. The new products they were attempting to implement become the occasional presentation instead of an everyday tool.

The implementation of a “Scenario Selling Mindset” will help agents maximize their leads.

The implementation of a “Systematic Cross-Selling System” will help an agent maximize their sales and sell several product lines simultaneously.

The implementation of a “Client Revenue Maximization” process will help an agent increase their average commission per sale.

Understanding the strategy behind “Product Portfolio Management” will provide the agent with the tools they need to achieve seven figure wealth.

Having access to this type of knowledge and learning how to implement that knowledge is what we consider comprehensive sales training.

This is what we do for agents!

This is what we can do for your agents. Instead of focusing on the recruitment of thousands of agents that produce very little, you can create strong profitable relationships.

Providing agents with the opportunity to completely change their lives is a valuable service. It is something that can set you apart from your competition.

We can provide you with a turn-key solution that promotes production and enhances your brand loyalty.

Today we are an immediate gratification society. The agent’s time, your staff’s time, and your time is a valuable yet limited resource. Providing agent service is time consuming.

The question becomes which is worse a lack of agent service or bad agent service.

Here is an example of the typical service experience for an agent in today’s busy world.

First, they have to place a call to the insurance company or marketing organization which often requires the agent to navigate through a directory.

Second, after reaching the correct extension, the person they need is often not at their desk or on the phone with someone else. Therefore, the agent has to leave a voicemail and wait for a return phone call.

Third, the agent receives a return phone call. However, after the agent explains what they need, they are often told that their questions require some additional research. The agent is then told by the person they are speaking with that they will call them back when they have the answers.

Forth, the agent waits for a call back without any clear expectation of a timeline for receiving their answers.

Fifth, the agent gets impatient and makes a follow-up phone call. Again, they get the persons voicemail. The agent then leaves another voice message and waits for a call back.

Sixth, they receive a call back and finally get the answer to their question.

Does this process sound familiar? The reality is that there are four separate call events, two messages left, six actions taken, and an excessive amount of time wasted during this process.

That time would have been better spent on something productive.

That is what our concierge service is designed to do. We want to streamline the communication process and avoid wasting valuable time.

This program was designed to free up your valuable time, enabling your team to work more efficiently and to provide the agent with a great customer service experience.

What we offer is today's most priceless commodity – time.

Here is how the platinum concierge service works. The agent accesses the concierge portal on their mobile phone. After entering their NPN number and last name, they use the three drop-down menus to complete their request.

These menus are “question category”, “question type”, and “question details”. There is also a note field in case they want to include any additional information. When they are finished, all they need to do is click on the ‘Go Platinum” button.

Their request will immediately be sent to your team. When their request is received your team will get a text and email notification. This usually happens within about one minute.

Your team will immediately start trying to resolve their questions or issues. If additional information is required, your team can respond to the agent directly through the concierge platform.

This whole process takes zero phone calls, zero voice messages, and one action. Most importantly it maximizes your team’s and the agent’s time.

Here is how the internal process works. Inbound service requests are immediately routed to your team. Your team receives a notification that a request was received. All they need to do is login to the concierge portal for the details.

If the service request is not reported as resolved within one hour of receipt a second notification is sent to you and your team manager.

If the request is still unresolved after three hours, the JLS Team will receive a notification. Our team will contact your team to see if there is anything we can do to help resolve the request.  

We take great pride in the quality of our concierge service, and we understand the value of your time, your team’s time, and your agent’s time!

Customer Based Diversification: Not Just for Investment Accounts

It’s doubtful that any investor would think it’s a good idea to invest all of his or her money in the stock of just one company. Instead, most investors diversify holdings and invest in several different companies in many different industries to better hedge against losses.

This same philosophy should be applied to agent recruitment. If, a marketing organization only focuses on one product, for example Medicare Supplement, they are subjected to a few different risks.

The first risk is the lack of a competitive product portfolio. You can’t always carry every product in the marketplace. If a more competitive product is introduced by your competitors, you may lose some agents.

The second risk is recruiting agents that focus on selling one specific product. These agents typically don’t put much effort into cross-selling other products.

Therefore, they are overly focused on the pricing of a product and typically shop the commission on a specific company with multiple marketing organizations.

Most marketing organizations tend to focus on this type of agent. The thought with this type of agent is quicker results. It doesn’t matter if the agent is a rental relationship.

For example, if you can find one agent that sells one hundred Medicare Supplements a year then you have an immediate impact. It is easier than finding twenty financial advisors, casualty agents, or life agents that only sell five Medicare Supplements per year each.

But here is the reality! These specialized agents shop the pricing and commission continuously.

They have more of a tendency to deal with multiple marketing organizations and have a very low level of commitment to any one specific relationship.

They keep multiple relationships as a way of increasing their commission bargaining power.

However, the agents that use a Medicare Supplement as a sideline tend to be more loyal to the marketing organization’s relationship.

They are not interested in spending time constantly shopping the deal. They just want a competitive product and a reliable support relationship.

They are more concerned about the ease of doing business.

With this example, it is often easier to find one agent that specializes in Medicare Supplements than it is to find twenty agents that use the product five times a year.

However, the specialized agent is often a rented relationship. They will move their production and roll their existing business. Therefore, in the end the business left as fast as it came in.

With the twenty non-specialized agents they stayed loyal to the relationship and kept growing their blocks of business with you year after year.

This is why it is important to diversify not only your product portfolio, but the demographic of agents that you recruit.

We focus on helping your team identity various agent demographics and develop recruiting campaigns that will appeal to them.

Beyond initially attracting agents, agent retention is one of the greatest challenges a marketing organization faces. There are many ways to build agent loyalty, such as establishing a long-term relationship, understanding the agents' wants and needs. Agents love when they feel like a priority, and if you make them feel that way, you are way ahead of the game.

To have a long-term relationship with your agents, you first need to understand who they are.

Identify their strengths and weaknesses, and gain a true understanding of their goals. You need to understand what they're looking for in their marketing organization relationship.

We provide you with a structured process for obtaining this information complete with agent forms and process management software.

Offering agents valuable tools that increases their incomes will not only result in higher sales but also build their confidence in your organization.

Agents are often unsure of what they need to increase their income? They are not always sure of their options, but introducing a road map for success and educating them on the opportunity can be impactful and effective.

We provide you with access to free webinars and training courses that will help educate agents for you.

Reward them for doing business with you!

Retaining agents after they are recruited

 business with you since they have an established relationship with you and receive perks in exchange for their business.

That is why we provide you with incentive programs that you can use with your agents. These programs are turn-key and easy to administrate.

All of us at JLS Marketing Concepts look forward to joining you and your agents on the journey to “Seven Figure Wealth.”