The Soft Sell Seminar

Attend a Soft Sell seminars. Challenge yourself to adopt the principles and techniques of The Soft Sell and your agency will:

Double Your Referrals
Get your telephone ringing like a cash register by learning the two types of referrals, the three reasons people send you referrals, the four steps to generating referrals and the five letters guaranteed to double your referrals over the next year.

Increase Average Account Size by 20%
Mine the gold in your accounts by getting them to call you when the policies you do not write are up for renewal. Work referrals so you write the entire account now, rather than waiting for expiration dates. Use an annual review as a technique for generating life sales.

Improve retention by 5 points
Stop worrying about losing money to the web agents. Give your clients key information that will make them afraid to leave, even when they have found a lower price. Make them treat you like a valuable insurance resource rather than an insurance peddler.

Attract Business
Tired of chasing business? Learn to attract it instead. Discover what to say when you get voice mail and why you should be asking every client for their email address, even if you don't have one. Learn what a web site can do for an agency.

Soft Sell Seminar Outline

• The Theory of The Soft Sell
• Using every customer contact to promote the agency and its products
• Master the techniques of: Transition phrases, "Don't Applaud - Send Money," and "I've
• been working on your file."
• Setting up a time table to implement the technique

• The three reasons people will send you referrals
• The four steps to take to generate referrals
• Setting up a system to track your referrals
• Five referral letters and the game plan for using them

• The three key elements of any proposal or quote
• Techniques for writing the entire account without waiting for staggered renewal dates

• Using email to generate business
• The real purpose of a Web site
• The difference between Push Marketing and Pull Marketing

This signature program, created and presented by Phyllis Van Wyhe, CPCU, CIC, CSP, is designed for CSRs and agents who are not comfortable with aggressive sales techniques and are ready for assertive methods. The program does not qualify for C.E. credit, so the program is strictly designed to put money in your pocket.

More Than Just A Sales Seminar
The Soft Sell is more than just a seminar. We currently offer the Soft Sell on audio cassette, and will soon be releasing a Soft Sell Manual to compliment the tapes. See the Soft Sell Home Page more details.