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!

Many insurance carriers struggle when it comes to training home office staff members. We have identified five common areas that impact the efficiency of home office staff members.

The reality is that everyone in the home office needs to be a salesperson that promotes the company’s products.

Every touchpoint with an agent is an opportunity to increase production.

The break-down in this process usually starts with one Home Office cultural mistake. Home Office Staff are often unsure of who the company’s core clients actually are.

In most home office cultures the overwhelming mentality is that the insured is the core client.

There is often a lack of understanding as to who the core client is.

The home office fails to realize that they themselves do not acquire the end user of their products.

Think of it this way. Let’s say that your company was a lumber mill and that you distributed your lumber through Lowes, Home Depot and Carter Lumber.

Who are your clients? Are they Lowes, Home Depot, and Carter Lumber. Or are they the thousands of people that shop at those stores and buy your lumber.

Here is the reality! If we asked all of those consumers where they get their lumber from, most of them would say either Lowes, Home Depot, or Carters Lumber.

And yes, it is possible that some people might say I only shop at those stores because they carry lumber from your mill. But that would be a very small number of consumers.

As an insurance carrier you do need quality products. You also need to back and support the quality of your products.

This is what the agents that represent your company are looking for.

This is also what consumers are looking for.

However, without the field force you don’t get the consumers.

The consumer is not your core client. Your core client is the people who sell and distribute your products.

There is often a lack of understanding regarding the fundamentals of the company’s product.

Every time someone at the Home Office has a conversation with an agent it is an opportunity to promote your company and products. It does not matter what department someone works in. Everyone in the company should have an understanding of the company’s market and product lines.

Typically, within most insurance companies the overall knowledge of the company’s products is low when you look at the entire staff.

Remember every interaction between your staff and an agent is an opportunity. Your staff members need to promote the company at every opportunity.

When everyone is on the same page it shows. It makes your company stand out compared to other companies.

Your0 staff cannot take advantage of the opportunities to promote your products if they don’t understand them.

There is often a lack of understanding regarding how consumers use the company’s products

Educating the Home Office Staff on how your products work is very important. However, what is even more important is educating them on how the products can be used.

Your staff should be proficient on the consumer pain points that your products resolve.

You may be saying to yourself. I understand that educating our Home Office Staff is important, but they aren’t selling the product. They don’t need to be salespeople.

That’s the problem. In order for them to provide the agent with the best customer service and promote your company’s products simultaneously they must become salespeople.

There is no structured plan for staff members to promote the company’s products with every conversation.

Most insurance carriers overlook the fact that their staff members have the power to increase the company’s overall production.

They also overlook the fact that their staff members all have the power to build a brand loyal culture through their interaction with the company’s agents.

When these two things get overlooked, the company never develops a structured plan for maximizing their staff member’s “agent engagement skills.”

Every member of the Home Office Staff should be promoting the company’s products at every opportunity.

Typically, insurance carriers do not make sure that their entire staff is educated on their products. They do not train them on how their products can be used to resolve consumer pain points.

The company does not have a structured plan for company communication goals.

If you want to maximize the efforts of your Home Office Staff a structed plan needs to be implemented.

This includes training on your products, consumer pain points that your products resolve, agent communication techniques, and product promotion techniques.

We can help you develop and implement a structured plan for educating your Home Office Staff.