Step 1: The Risk Exposure Qualifier™
The Coverage Coach™ Online Advisory & Qualification
Process:
The prospect completes the Coverage Coach™ Questionnaire
The Coverage Coach™ is a sophisticated software
system employing dynamic logic to construct a
personalized roadmap as the prospect answers
questions. No path through the system is the same
as the system recognizes the characteristics unique
to prospect's firm, beginning with basic demographics
and ranging to risk evaluation, coverage interest and
buying philosophy.
A small-cap public company
will experience a
completely different path
and set of questions than
a small private company.
The prospect receives thorough,
unbiased advice which is
totally self-directed by
his or her input, not by the
leading questions of a
salesman.
Step 2: The Insurance Needs Snapshot™
The fruit of
the prospect's labor from the first step is
customized analysis and a set of recommendations
relevant to his or her situation.
To add context and understanding you may
provide actual scenarios that the prospect can easily
relate to. This Snapshot can be printed for
the prospect's records.
Step 3: The
Action Creator™
After receiving personalized recommendations
the prospect is presented with The Action
Creator™. It matches the needs from The
Risk Exposure Qualifier™ with the most
suitable insurance application, and gives
the prospect a concrete game plan. The Action Plan
is an interactive portal allowing the prospect
to be the architect of his or her new insurance
program. The prospect can select whether to apply
immediately, defer until a future time or
decline the recommendation altogether.
The prospect is in control, not a salesperson.
Step 4: The
Information Exchange Process™
The Coverage Coach™ pre-selects
the most
suitable applications for the prospect to complete.
Once
the prospect selects Apply Now, he or she is
presented with the appropriate insurance application.
During this phase the prospect is in control of the
data exchange and benefiting from any prior information
provided which is prefilled. The prospect may complete
it at his/her leisure and ensure the information is
accurate, without the need to verbally convey the information
to a live person.
Step 5:
You will receive notification that a large
prospect is on the website.
Before a prospect has even completed
the questionnaire or submitted an
application you will get an automatic email
notification with the prospect name, phone
number, revenues, employees, business description
and time frame when they need the insurance. This
means that you can give prompt attention
to new prospects.
Step
6:
Qualifying the
Prospect
When the prospect
goes through the
questionnaire, every answer is
scored and weighted. Thus, without
even looking at the application or the
prospect information, you already know if
the prospect has a low, medium or high
priority. You may further qualify the prospect
by calling them and asking them
additional questions. The purpose of
the phone call is not only to further
qualify them, but also to establish the
relationship and answer any immediate
questions.
This phone call is also scored and if it
is below the grade, you may choose not do
business with them.
Step 7:
Reports and Performance Analysis
The system can produce an infinite number of reports
and new reports can be created on the fly. This helps
evaluate performance of staff, identify good markets/
industries and see trends in business that you reject. |
