Smart Choice Virginia User Guide

 

UPDATED July 2, 2020

 

 

 

Table of Contents


Welcome to Smart Choice Virginia

NEED HELP?

Your Smart Choice Virginia Team

Onboarding 30/60/90 Day Guide

Marketing and Lead Generation

Business Plan Template

Carriers & Codes

Smart Start™ Personal Lines

Smart Start™ Commercial Lines

Express Markets™

Writing Life

Your Carrier Codes

Make More Money

Aggregation & Contingency Splits

Commissions

Commission & Producer Reports

Hiring Producers & CSRs

Education & Training

Smart Choice® & Carrier Webinars

State Business Sessions

Business Savers

E&O, Raters, Agency Management Systems

Frequently Asked Questions

 


Welcome to Smart Choice® Agents Virginia Program

We are happy to have you as part of the Smart Choice® Agents network, the fastest-growing insurance aggregation organization in the country. Our Virginia Program has a great line up of Carriers and Resources to help you to grow your agency.   The Smart Choice Agents Program has provided insurance agents with access to carriers and brokers since 1994.  Over the past several years, the Smart Choice Agents Program Team has been working hard to make their Virginia Insurance Agent Program even better.   The following is an overview that will provide some insight as to why I believe this program is the best opportunity for Virginia Insurance Agents to expand their markets with top rated, diverse carriers, receive higher commissions and bonuses, and have unequaled support services.

 

Contact Your Team

 

Roger L. Gill
Smart Choice VA & DC  State Director
Virginia & DC
(804) 731-3050
RGill@SmartChoiceAgents.com
Carol G. Gill 
 Smart Choice VA Territory Manager
Virginia
(804) 586-3804
CGill@SmartChoiceAgents.com
Daniel G. Brown
Smart Choice VA & DC Territory Manager
Virginia and DC
(804) 896-3959
DBrown@SmartChoiceAgents.com
Wanda Lebray
Smart Choice VA Territory Manager
Virginia Beach Area
(757)  617-4995
WLeBray@SmartChoiceAgents.com
Amir Ali
Smart Choice VA  & DC Territory Manager
DC and Northern Virginia
(202) 285-8998
 Amir@aicpinc.com
Jacob Cho
Smart Choice VA & DC Territory Manager
DC and Northern Virginia
(571) 260-8300
jcho@ckinsgroup.com
Mike Forney
Smart Choice VA Territory Manager
Southwest Virginia
(540) 535-9490
mforney@insureallllc.com
Kerry Belcher
Smart Choice VA Territory Manager
Southwest Virginia
(276) 492-3975
scotchstrings@hotmail.com
John McMillen
Smart Choice VA Territory Manager
Central and Southwest Virginia
(540) 433-9052
McMillenInsurance@gmail.com

QUESTIONS?  NEED HELP?

If you have questions, you can always contact the appropriate Smart Choice Department (Smart Choice Help and Support Contact Information) or your State Director  Roger Gill or your Territory Manager, who can assist you directly or point you in the right direction toward finding a solution.  You may also Visit & Bookmark Smart Choice Virginia Agents Program News for Updates, Info, & Training.

 

IMPORTANT REMINDER:  Smart Choice provides access to direct appointments with many personal and commercial lines carriers with limited commitments.  All production with direct appointment carriers adds to the DWP CAP — the pathway toward 100% commissions, contingency bonuses, and more!  See the Advantages of becoming a Smart Choice Leadership Agency Here.

NEED HELP:   Smart Choice Help and Support Contact Information

 

Getting Started With Smart Choice Virginia

 

ONBOARDING:  Your First 30 DAYS

  1. Review the contents of this Guide; Then Check Off the following.
  1. Schedule a Welcome Online Meeting with your State Director Roger Gill—CALL ME!
  1. FAST START PROGRAM: Plan to EARN BONUSES in Your First Year!  NEW:  FOR  2020 Smart Choice® Agents or Agents with newly appointed  Participating Carriers in 2020:
    1. Will Earn 50% of any bonuses or contingencies that Smart Choice receives based on the following eligibility:
      1. Agency writes a minimum of $50,000 in premium with the Carrier in 2020
      2. The Agency Loss Ratio for the Carrier must be less than 75%
      3. The State must qualify for the Carrier Bonus.    Learn More
  1. Visit, Review, & Bookmark Smart Choice Virginia Program News website page (SCVAPN) for Updates, Info, & Training. Password:   reachthecap!    This is your MOST IMPORTANT RESOURCE!  Use This Page as Your Gateway or Dashboard for Everything Smart Choice.
  1. ATTEND A LEADERSHIP AGENCY Webinar. Set your goals and timeframe to become a Leadership Agency and receive many benefits—including 100% Commissions after the annual CAP, Potential Contingency Bonuses, and many more.  Visit the Leadership Agency section on the SCVAPN website to learn more. 
  1. GET APPOINTED! MUST HAVE EXPRESS Markets,  Sub-Code Carriers, and CE Authority AVAILABLE to ALL Virginia Agents!     Download AVAILABLE to ALL VIRGINIA SMART CHOICE AGENTS and expand your markets and resources!   Express Markets have Almost Instant Access, Little or No Commitments, 100% Commissions Paid Directly to Agents. 
  1. Learn About the Smart Choice Express Markets.  Smart Choice EXPRESS MARKETS INFO.  
  1. IMPORTANT E&S TRAINING: READ BEFORE BINDING COVERAGE with an EXPRESS MARKET CARRIER!
  1. Study the Smart Start Commercial Program User Guide located on the SCVAPN This SSCLP user guide provides training and links to resources.
  1. For Smart Start Personal Lines Agents: Study the Smart Start Personal Lines Program User Guide located on the SCVAPN This SSPLP user guide provides training and links to resources.
  1. Smart Choice Agent Support INFO — How to add Ezlynx Carriers and Users, How to Reset your SC Business Center PW, and many other How TO Resources.
  1. Follow email Instructions from Smart Choice Departments.
  1. Complete the setup of your Agents Business Center account on SmartChoiceAgents.com  You will need your 3 digit Smart Choice code and password.  If you do not have that info, contact Marcus Baxter (see below contact info).  Check out the Commissions Tab where you will find your commission statements, carrier reports, and your Agency Business Reports.  Check out the Commercial Lines Tab – See number 5 above for the User Guide.To Add additional User Accounts to the Agency Business Center, contact: Marcus Baxter (888) 264-3388 Ext: 3007 or mbaxter@smartchoiceagents.com and provide the Names & Email Addresses.
  2. To Add additional User Accounts to the Ezlynx Comparative Rater, Contact: Smart Start Personal Lines Support Team (For Rater Support) Office Phone (888) 264-3388 x3011 Fax (336) 217-4665 smartstartpl@smartchoiceagents.com and provide the Names & Email Addresses.
  3. Participate in the Smart Choice Training Webinars (Smart Start, EZ Lynx, Etc…) Smart Start PL Live Training Webinars are available every Thursday at 3 pm.  Register for A SSPL Training
  1. Complete Appointment Forms for Recommended Carriers & Express Markets (Express Market Appointment Forms & Instructions are on the SCVAPN website in the EXPRESS MARKETS ) Request Standard Sub-Code Carrier Appointment Forms from TM Roger Gill.
  1. Make copy or download the Agency Carrier & Markets Information Sheet from our Google Drive.  (We have many documents in our Google Drive that we share with Smart Choice Agents.  Agents can make a copy to each document and move to their Google Drive or download the documents on to their computer and then rename and customize them).— Visit   https://docs.google.com/spreadsheets/d/1xOvdykG_6Jux3z9waWV9zi-QvSTmdQ2Gorgi0GRHH5w/edit#gid=294228708  to access tthe Agency Carrier & Markets Information Sheet.  This sheet also has Tabs at the bottom of the sheet for Mortagage Companies, Premium Finance Companies, and a TAB for each Agent to save Carrier Login Credentials.  These can be password protected and hidden in Google Sheets.–  Add all Carrier Codes and Login Credentials to the Agency Carrier & Markets Information Sheet.
  1. Attend any Webinars provided by your TM.
  1. For Smart Start Personal Lines Agents: Do at least 40 Quotes—A minimum of 10 per week.
  1. For Smart Start Personal Lines Agents: Close 20 policies.
  2. Do at least 4 Commercial Quotes in the Smart Start Commercial Portal. Close 2 policies.
  3. Visit https://smartchoicevirginia.com/smart-choice-virginia-news/   for all Updates from Smart Choice and  our Carrier & Vendor Partners.
  4. BECOME A LEADERSHIP AGENCY!  Hit the $67,000 Commission CAP and Earn 100% Commission on all sub-code production over  $67,000 Commissions annually.  PRIMARY GOAL:  Become a Smart Choice Leadership Agency. As a member of the Smart Choice® Leadership Agent Club, you get special access to a variety of special bonuses and incentives.  You’ve proven yourself to be a successful agency owner, who over time has written a level of business through Smart Choice carriers, that has earned you the right to receive the following benefits:
    • 100% Commissions–Mostly at TOP TIER  on sub-code appointed carrier commissions over $67,000 annually.
    • First opportunity to purchase other Smart Choice agencies  (as available)
    • Access to exclusive contests and additional compensation opportunities from Smart Choice carrier partners
    • Eligible to qualify for the annual Leadership Agent Trip
    • Opportunity to Earn Bonus and Contingency sharing each year
      • Loss Ratio Forgiveness: If your agency’s loss ratio doesn’t meet the annual requirement, the agency’s two year average will be considered
      • Growth Forgiveness: If your agency’s growth is 1% or less with a carrier, but total growth with Smart Choice carrier partners exceeds 10%, the agency will still qualify
    • Exclusive Smart Choice Gify Box

    Contact Roger Gill to develop your plan to become a Smart Choice Leadership Agency.

  5. NEED HELP:   Smart Choice Help and Support Contact Information

 

ONBOARDING:  WITHIN 60 DAYS

  1. Continue to visit Smart Choice Virginia Program News for Updates, Info, & Training
  2. Attend the Leadership Agency Webinar and Learn how to Increase Your Commissions!  Leadership Agencies earn 100% Commissions & Contingency Bonuses after the annual CAP.
  3. Continue with Quoting and Closing as in the first 30 days.
  4. Continue to add your directly appointed sub-code carrier codes to this manual
  5. Quote 40 and Close 20 policies with Smart Choice® Sub-Code Carriers
  6. Quote 4 and Close 2 through Smart Start™ Commercial Lines Program.
  7. Express Markets™
  8. Attend the Contingencies/Bonus Income/Aggregation/Book Roll webinar
  9. Attend the Agency Development Program (ADP) webinar
  10. Review Your Agency Business Report (ABR) on the www.SmartChoiceAgents.com site.  Login and go to the Agency Business Center; click on Commissions–then Reports.
  11. Commissions are deposited into your bank account from Smart Choice on the 15th of the month following policy sells with payment.

 

ONBOARDING:  WITHIN 90 DAYS

  1. Continue to visit Smart Choice Virginia Program News for Updates, Info, & Training
  2. Continue with Quoting and Closing as in the first 30 days.
  3. Continue to add your directly appointed sub-code carrier codes to this manual
  4. Continue to Quote 40 and Close 20 policies with Smart Choice® Sub-Code Carriers
  5. Continue to Quote 4 and Close 2 through Smart Start™ Commercial Lines Program.
  6. Quote and Close Business policies with Sub-Code Appointed Commercial Carriers.
  7. Continue to work toward earning Leadership Status by hitting the CAP and receive 100% Commissions, Potential Contingency Bonuses, and many other benefits!

WEBINARS 

There are several webinars for you and your staff to attend. These trainings provide a great overview of Smart Choice® and everything it has to offer. The webinars are live and recorded. They cover several subjects in greater detail: Smart Choice® Overview, Quoting Personal Lines and Commercial through Smart Start™, Express Markets™, Contingencies/Bonuses/Aggregation, and our exclusive agency development program.It is strongly encouraged that you or someone in your office attends these sessions.

Characteristics of a Successful Smart Choice® Agent

Smart Choice® agents are driven, goal-oriented, and self-starters. They take the initiative to learn about all the programs Smart Choice® offers, from our internal brokerage service Smart Start™ and Express Markets™ to training webinars and deals on websites and CE.

Successful Smart Choice® agents take full advantage of all the opportunities the program offers to grow their agencies and train their staff. Our best agents submit two (2) Smart Start™ Commercial applications per month and issue 25 new policies in force or $50,000 in new business premium per company per year.

How Smart Choice® Agents Can Earn Referral Bonuses

Have an agent you think would benefit from joining Smart Choice®? Refer them to us and receive up to $2,600 per referral, based on new agency production. Smart Choice® awards unlimited new agency referral bonuses.  Download the Smart Choice Referral Agreement, complete & return to Roger Gill.

 

NEED HELP:   Smart Choice Help and Support Contact Information

 

Smart Choice Agents Program Q&As

 

What Is Aggregation?

Simply put, aggregation is strength in numbers. By aggregating your book of business with Smart Choice®, you gain bargaining power with the nation’s top insurance carriers. Working through Smart Choice® lowers the barrier to entry to working with carriers, giving you the opportunity to make more money faster. You’ll likely earn a higher commission percentage, lower your volume commitments, and qualify for more bonuses and contingencies. You still own your book of business and are the agent of record on the policies you write through us.

What’s the Smart Choice® Compensation Structure?

When you aggregate your book of business with Smart Choice®, you often enjoy additional compensation. Here is an example using one of our carriers, Safeco:

 

Monthly Split before AggregationMonthly Split after Aggregation*
New Business

12%

Renewing Business

10%

New Business

18%

Renewing Business

15%

  *if you write at least 24 policies in force (PIF)

 

What’s the Smart Choice® Contingency Split?

Contingency splits occur two different ways and is also explained in the Smart Choice Agents Agreement.

  1. The agent has at least $100,000 in premium with a carrier, grows their premium book for that carrier by 1%, and meets all of the qualifications in loss ratio, etc. that are set by the carrier to receive contingency. If the agent meets all of the requirements for #1, then the agent will receive 50% of their portion of contingency when they have attained leadership status
  2. The agent has at least $250,000 in premium with a carrier, grows their premium book for that carrier by 1%, and meets all of the qualifications in loss ratio, etc. that are set by the carrier to receive contingency. If the agent meets all of the requirements for #2, then the agent will receive 75% of their portion of contingency when they have attain leadership status.

 

Agent’s Portion Explanation

The agent’s portion of contingency is determined by taking the total premium of the agent for the carrier divided by the total premium for the state for the same carrier for a given year.

For example, if the agent produced $200,000 (premium) with Safeco for the year and the state produced $2,000,000 (premium), then the agent’s portion of the state’s contingency could be 10% participation of ($200,000/$2,000,000). If the agent does not meet any one of the requirements above, they will not be eligible for contingency split. If the Carrier was paying 6% for contingency it could be $200,000 (your Premium) x 6% (contingency) = $12,000 to agency divided by 50% (agency retained) for a $6,000 contingency for every program carrier (13) carriers at this time.

 

Getting Paid

All of our carriers pay out commissions once a month, but Smart Choice® pays out commissions twice a month. You get paid the month after the policies are credit released. If you issue a policy in November, you get paid in December; issue one in December, you get paid in January.

This rule is set by cut-off dates as paid by the carriers. Some carriers cut off commissions on the 12th of the month, so any policy issued with those carriers on or before the 12th will pay on the 15th of the following month. So, if you issue a policy between November 1 and 12, you will get paid on December 15. If you issue a policy on the November 13, you get paid January 15 because the policy fell after November 12 cutoff date and is now in the December commission batch.

 

Accessing Commission Statements

1.     To begin, go to smartchoiceagents.com

2.     Enter your user ID. This will be your 3-digit producer code.

3.     Enter your password. This will either be the last 4 of your social security number or Tax ID.

4.     You will have the ability to change your password once you login for the first time.

5.     Once you have logged in, you will be at the Smart Choice® Agency Business Center.

6.     To access your monthly commission statements, click the Commissions tab or the See All Commissions hyperlink.

7.     This will take you to the Commissions page.

8.     Click the tab that corresponds to the statement desired.

9.     The Carrier Statements tab contains all the individual carrier commission statements.

10.   The Agency Reports tab contains only your Agent Summary Commission Statement.

11.   The Paychecks tab contains only a copy of your paystub for each pay period.

12.   If you click the Carrier Statements tab a list of statement lines will appear with the most recent statements at the top.

13.   To find older statements simply click the Older icon at the bottom right of the webpage.

14.   Once you select the desired statement line the corresponding carrier statement will appear directly below.

15.   Each statement line represents an individual statement.

 

 

Accessing Pay Stubs

  1. To access a copy of your pay stubs click the PayChecks tab.
  2. As with the other Commissions tabs click the line with the desired month and the paystub will appear below.
  3. To close out simply click the close icon in the top right.

 

 

Accessing Your Agency Summary Commission Statement (ASCS)

1.     The top left of the ASCS is the accounting month.

2.     Below the Agent column will be the 3-digit Smart Choice® producer code, which is also the User ID for the Agency business center.

3.     In the middle of the ASCS is the Carrier column. This column contains the 3-digit carrier code for each line entry.

4.     To the right of the Carrier column is the Transaction Detail column. This represents the agency’s sub-code with a carrier.

5.     The ASCS is used only to show the total commission entries for each sub-code per carrier. It will not list individual policies.

6.     To the right of the Transaction Detail column is the Premium column. This represents premium for the month.

7.     To the right of the Premium column is the Total Commission column.

8.     This represents the commission received from the carrier for your agency.

9.     The Agent Commission column located on the far right of the ASCS represents the take-home commission.

10.   The Commission column amount is derived from multiplying the Total Commission by the % located between the Total Commission and Agent Commission columns.

11.   Near the top and at the bottom of the ASCS, each paycheck will be broken apart under the check column.

12.   The total commission for each paycheck will appear under the commission column corresponding to the check column total. This amount will match exactly to the paycheck on the Smart Choice® website.

 

Commission reports and the producer reports can be found on the Smart Choice website (www.smartchoiceagents.com). Two training videos go over how to access this information in detail. Find them under the “Training” tab after you log in.

 

Smart Choice Support & Training

 Smart Choice provides agents with a Territory Manager to assist them with all aspects of setting up and growing their agencies.  This is first line of support.  In addition to the Territory Managers, Smart Choice

 

Smart Choice® Training Webinars

We have developed Training Webinars that provide agents with information to learn more about Smart Choice® and the services we offer.   These webinars are designed to help you to get off to a fast start.

  1.  Smart Choice® Overview
  2.  Smart Start™ Personal Lines & EZLynx
  3.  Smart Start™ Commercial Lines & Express Markets™
  4.   Leadership Status & Referrals
  5.   Marketing Overview–Building an Online Infrastructure
  6.   Book Rolls & Aggregation–Increasing Net Comp
  7.   Contingencies, Bonuses, and Aggregation

 

Carrier & Producer Education Webinars

Our carriers also offer webinars on a monthly basis. This is a good opportunity to learn more about the carriers, their underwriting appetites, and their submission requirements. To learn more about these webinar opportunities, contact your territory manager or state director.

Carrier Educational Programs

  1.  The Hartford School of Insurance
  2.  Travelers
  3.  State Auto

Producer Education Opportunities

  1.     Agency Management
  2.     International Risk Management Institute
  3.     National Alliance for Insurance Education
  4.     Eclips Academy

The Smart Choice® website (www.smartchoiceagents.com) is a valuable technology tool for your agency. Access training videos on producer reports, commission statements, personal lines and EZLynx on your agent dashboard. You can also quote commercial business through our Smart Start™ Commercial Program in the Smart Choice® business center. The business center also includes underwriting guidelines for several commercial carriers. Take the time to review the website, as well as the training videos.

 

Smart Choice Virginia State Meeting

Smart Choice® Virginia Agents Program provides agents several opportunities throughout the year to gain valuable updates and carrier training in person at our State Meetings located in Richmond and Fairfax Virginia.   Topics include planning, marketing and sales strategies, insurance law, writing commercial, and specific training on carrier appetites and products.  Our Smart Choice Virginia team also offers Carrier sponsored Lunch & Learn meeting throughout the year at different locations.

 

Smart Choice® Group E&O Insurance

If you need E&O, Call  Curtis Ezzelle at Smart Choice — 888.264.3388 x3053  to purchase the HISCOX E&O  curtise@smartchoiceagents.com).

 

EZLynx

The EZLynx Smart Choice® Rater is a single data entry point comparative rater for multiple real-time quotes. Using “Consumer Portal,” you can receive quote requests directly into your Smart Choice® Raters any time, day or night. EZLynx Agency Suites combine the best insurance software technology in packages that strategically position your agency for maximum efficiency with greater results. Visit EZLynx.com to submit an inquiry, email SmartChoice@EZLynx.com or call 877-932-2382.

 

QQ Catalyst

QQ Catalyst is another agency management system offered through Smart Choice®. There’s no software to install and includes step-by-step workflows and built-in training. The dashboard gives you a birds-eye view of your agency so it’s easy to manage your tasks and grow your business.

 

Agency Websites

Smart Choice® Agents can purchase a basic agency website form vendor Partner ITC.   Smart Choice® agents receive free set-up on standard sites with limited customization and monthly hosting for just $44.95. For more information, visit www.smartchoiceagencywebsites.com.

 

CE Authority

CE Authority (RegEd) offers an extensive online course catalog for just $29.95 annually. Take advantage of unlimited online CE for life, health, personal lines, and long-term care, among other markets.

 

When will I receive my carrier codes?

With a direct appointment, you should get your codes within 7 to 30 days, though it sometimes takes longer depending on the carrier. In most cases, your direct appointment codes will be emailed to you. If you do not receive them within a few weeks, please reach out to the carrier rep. When your appointment request is submitted, you are cc’d on the email. If you are writing through Smart Start™ Personal and/or Smart Start™ Commercial, you will not receive carrier codes, as the writing is done through Smart Choice®.

 

What’s the difference between Smart Start™ and a Sub-Code Direct Appointment?

Smart Start™ gives you an opportunity to quote a carrier without any premium requirements. Typically, once you write at least $25,000 in premium and have good loss ratios with Smart Start™, you can seek a direct appointment with the carrier. Contact your territory manager or state director with questions.

 

Does Smart Choice® offer Training?

We offer multiple training opportunities. Your territory manager can help with training for you and your staff. The Smart Choice® website (smartchoiceagents.com) has many training resources and videos.  We recommend you invest in the time to watch and review them. Carrier reps also offer training on their programs, underwriting, and technology for you and your staff. Carriers and Smart Choice® also offer webinars during the year. Watch your email for announcements.

Do I need a business plan?

If you are a newer agency or just starting out, we highly recommend you create a business plan.  Click Agency Business Plan Sample  download a sample business plan that your can customize.  Your business plan will give the carriers a good idea how you will run and grow your business, specifically the premium you intend to write with them. A business plan is needed for most carrier appointments.

Whom do I contact with questions?

If you have questions, you can always contact the appropriate Smart Choice Department (Smart Choice Help and Support Contact Information) or your territory manager Roger Gill (804) 731-3050, who can assist you directly or point you in the right direction toward finding a solution.  You may also Visit & Bookmark Smart Choice Virginia Agents Program News for Updates, Info, & Training. 

 

Appendix

Growing Your Agency — Sample Marketing Plan

Your agency should create its own marketing prospecting plan every year. It should include specific strategies to reach your various target markets. You should pick a minimum of 5 of these buckets to manage agency growth.

  • Purchase 50 leads per month.
  • Send 500 postcards to local small business and personal lines prospects monthly.
  • Follow up phone contact with prior week’s direct mail to assess interest in your agency.
  • Develop two new centers of influence (COI) on a weekly basis such as your pastor, local chamber of commerce, or well-known local business owners.
  • Manage cross line audit of internal customers; send letters to set up annual reviews to get referrals and cross line sales using the Client Profile.
  • Subscribe to at least one Internet lead source to develop online leads—EverQuote recent partnered with Smart Choice to provide Insurance Leads at a discount.
  • Place an electronic Yellow Pages or local newspaper ad in local marketing area.
  • Join or develop your own BNI or Grapevine networking group.
  • Meet 10 small business owners face to face per week and offer a no obligation review and Quote.
  • Visit two new property managers of apartment buildings to be introduced to new tenants weekly.
  • Participate in one quarterly event such as local fair or town event.
  • Start a weekly referral source by visiting used car managers, mortgage brokers, and real estate agents.
  • Maintain a website with niche authoritative content to attract new business prospects.
  • Hire your own telemarketer or contact manager to contact local prospects in your zip code.
  • Always provide the maximum company discounts on every quote and always compare with competitor companies.

 

 

Vendors for Prospecting & Marketing

Smart Choice® does not endorse these companies. Please do your own due diligence.

 

Internet Leads

EverQuote Pro Leads: 844-904-7480

Contactability Leads:  877-323-7750

 

 Learn More About EVERQUOTE PRO LEADS 

 

Prospecting Lists & List Management

Cole Information Services: 800-403-5894

Sales Genie: 866-313-0396

Constant Contact: 855-797-4708

Criss-Cross Directory: 800-987-5478

Dunn-Bradstreet: 800-526-9018

InfoUSA: 866-642-2550

 

 

Telemarketing Companies

Dial America: 800-913-3331

Telemarketing.com: 800-913-3331

Buyer-Zone: 888-393-5000

Full Funnel: 603-782-4323

Answer Net:  800-411-5777

Telemarketing Acquisition

HBW Auto Leads & Telemarketing: 800-456-2701

TRI Auto/Home Leads & Telemarketing: 800-255-2717

 

 

 

Direct Mail Acquisition

EZ Direct Mail: 800-249-9984

Postcard Mania: 727-441-4704

InfoUSA: 866-642-2550

Neilson Marketing Services: 866-816-1849

 

 

 Marketing Analysis

 

This evaluation should include all types of agents, market quality factors, market penetration, and loss experience.

Priority 1: Auto Insurance  Issue a minimum of 40 new auto policies per month. Agency will use a combination of direct mail and cold calling (agent calls or telemarketing) to accomplish this.

Priority 2: Fire Insurance  Develop a minimum of 40 new property applications per month. Agency will use a combination of direct mail and cold calling (agent calls or telemarketing) to accomplish this.

Priority 3: Life Insurance  Issue a minimum of 5 new life contracts per month with a minimum combined annual premium of $5000. Agency will use a variety of lead development processes, including referrals and cross line selling to new P&C customers. See “AIM New Business Life.”

 

Marketing Action Plan

Priority 1: Auto Insurance

Goal: To issue a minimum of 40 new auto policies per month.

Strategy:  Use a combination of direct mail and cold calling.

Action Plan 1:  Purchase leads in desired zip codes; mail merge prospecting letters; follow up with phone calls to every household and ask for the opportunity to review their insurance.

Action Plan 2:  Ask for referrals from every prospect; call referrals and ask for the opportunity to review their insurance.

 

Priority 2: Fire Insurance

Goal: To develop a minimum of 40 new fire applications per month.

Strategy:  Use a combination of direct mail and cold calling.

Action Plan 1:   Working with the Auto AIM processes, purchase leads in desired zip codes; mail merge prospecting letters; follow up with phone calls to every household and ask for the opportunity to review their insurance.

Action Plan 2:  Observe where pricing is competitive (by zip, territory, or type of dwelling) and target mail these demographics. Follow up with phone calls to every household that is not on the Do Not Call list. Describe your current marketing campaigns and advertising.

 

Priority 3: Life Insurance

Goal: To issue a minimum of 5 new life contracts per month with a minimum combined annual premium of $5,000.

Strategy:   New Business Life process; AIM Internal Life Process; Referrals

Action Plan 1: Offer life insurance to every new prospect and every new P&C customer.

Action Plan 2: Implement follow up processes (AIM) to existing customers.

 

 

Support Staff & Job Descriptions

The job descriptions for support staff need careful consideration and periodic review. They should be specific and include the following information: job requirements, job responsibilities, customer quality responsibilities, work schedules, work location, and expected results. Complete only for those positions that will be filled during the first 36 months.

Office Staff

The office staff will assist in the management of all administrative tasks including quoting and mailing all direct mail processes, ordering supplies, sending out all agent correspondence, and completing all administrative requirements for the agency.

Agency Producer

The agency producer will work side by side with the agent to cold call, set appointments, and present the Smart Choice® insurance coverage opportunities to prospective customers. They will assist the agency in customer service, increasing premium and customer retention. The agency producer will be responsible for obtaining a minimum of 5 referrals or leads on new prospective clients per week. They will assist the customers with sales calls weekly to update their files and document their benefits. They will also assist the agency on issuing new households and life applications. The agency producer will attend weekly telemarketing sessions in the agency along with weekly agency marketing meetings to present results in each area of accountability.

 

Operating Action Plan Worksheet

This worksheet addresses the operational aspects of implementing the goals, strategies, and action plans outlined on the Marketing Action Plan. In addition, it should address any other operational goals needed to develop a successful agency. The Operating Action Plan Worksheet should include advertising campaigns, mailing campaigns, cross-selling strategies and staffing programs. Where applicable, costs and compensation schedules described in the Marketing Action Plan Worksheet need to be included.

 

GoalHire 1 agency producer to assist agency in completing the goals in this business plan.
Start Date:Within the first 180 days of installation as the agent.
Accountabilities:See current business plan
Compensation/Cost Schedule:$1,800 per month plus commission ($600 to $750).
Expected Results:Meet all agency requirements.

 

 

GoalHire a second part-time agency producer to assist agency in completing this business plan
Start Date:Within the first 18 months of installation as the agent.
Accountabilities:
Compensation/Cost Schedule:$1200 per month plus commission.
Expected Results:

 

Personnel Support – Employment Services.

Below are several sources that can assist in finding producers, CSRs, and other staff.  Insurance Agent Associations such as the Big I and PIA may also be helpful.  Smart Choice® does not endorse these providers, so please do your due diligence.

  
●        roosolutions.net

●        outboundreps.com

●        upwork.com

●        virtualinsuranceservice.com

 

●        vinsurancepro.com

●        habiliss.com

●        elance.com

 

Some companies specialize in the insurance industry and can help with CSRs and producers.

  
●        insurancejobs.com

●        greatinsurancejobs.com

●        insurancejournal.com

●        ultimateinsurancejobs.com

 

●        ihireinsurance.com

●        insurancerecruiters.com

●        insuranceworkforce.com

 

These companies have listings for many different industries and can be helpful for finding new employees.

  
●        indeed.com

●        simplehired.com

●        ziprecruiter.com

●        monster.com