Sales pipeline automation for Entertainment

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foreign [Music] video to show you how I keep track of what my staff is doing in the agency and and what that looks like with agency Zoom so here I am in the lead page I am looking at different pipelines and right here we can see that we're purchasing leads throughput Wizard and then we have all of these different tags on things as well indicating different steps have been completed so for example this one here says cross sell on it and that means that this is across that lead and we need to call them ASAP they also requested this quote so it allows my producers to prioritize so um here when I click on these requested quote tags if I click on that it's actually going to show me just the people who've requested quotes So a very easy way to filter and organize your sales pipeline there's also we use one that's called call ASAP so to indicate there's urgency if I click on that tag it's going to show us the Urgent ones that my staff should be working first now from there I can refresh my browser and I can see the pipeline again now as the agency owner I see the pipeline for all producers and then staff members see just their individual lead pipeline they can navigate to see other people's leads in the agency but the default is just their own so if I clicked on this tag I would see all of our quote wizard home leads and if I clicked on this other tag ra done is stands for risk advisor and risk advisor is an internal quote platform that we use to collect information we have a marketer who makes these phone calls and then my producer is simply able to grab completed quote forms and move them through the sales process so for example if I own open this one up you'll see that there's a file attachment there's actually two so here's the profile notes and then here's the home insurance policy profile notes so when we complete the internal quote form it automatically sends this here this is really helpful because if we end up quoting um you know Farmers or foremost or something in craft Lake all of the risk details are in one place and we're not having to go like look in other systems to grab the information so it's really handy I can open up this risk profile right here and open it it just downloads it to my computer and then I can see what's in here so this is just their contact information and then the other one is going to be the home profile so I can open that and here's all the information we collected on the house and any other information that was grabbed during the discovery call um to get that so this is part of their permanent file I've also seen agents use this for renewals so they go back and review this information for a household when going through the renewal process especially if you have a cancellation due to non-renewal something like that then you can grab that information without having to you know go into the other carrier system so really handy there's a lot of other things that agency Zoom does including automation via text and email we have these awesome campaigns built out we can also document what they currently have under the opportunities so I think this guy had Geico we would document Geico there and then we can document the quote what we actually recommend did to them so if I go into a quoted lead here you'll see under the quote tab we've documented the auto insurance quote and the home quote and we have that PDF right here so I can actually view it so we can see that entire quote document and all the information that was provided so you know think about the people that you don't close when we go to recycle this lead and we're gonna go call Michael you know next year if we don't sell him this year I can just simply view this quote I can see um let's see did we document we even documented what he has in this one we might not have confirmed it yet looks like he has all state as the carrier but we might not have received the premium um at this point so it's not in here but we would document Allstate as the opportunity and then we have the entire quote and we can easily grab it so we don't have to worry about like our internal systems with the quotes you know expiring or getting archived and not being able to find the information we can just call this person and verify and re-quote so it's very simple makes for a nice warm call as well we do all of our texting and calling and emailing through agency Zoom as well which really allows us to document all of our staff's activities to see how often they're working these leads one of the things I see a lot is Agents buy way too many leads and then they are not actually utilizing them so by utilizing them I mean you're not calling them you know two three four five six times because you don't have the ability or just there's so many leads coming in then you don't have the ability to grab all the opportunities that's why we brought in a marketer as we look for more producers here's an example of a video quote so this is also built into agency Zoom so we can actually do a video quote so when we can't close them on the phone we'll take a few minutes and record this video quote we have a template pre-templated here and we just pop this video in and then we can explain to the customer the differences between our our proposal and what they have now and the benefits of making that change this is really great for one-legged appointments where you have the objection is that they need to check with their spouse because their spouse can view this video and hear it from us obviously they don't always hear it the same from their spouse after speaking with us it's a lot to remember so you can see here I can see my producers outbound calls I can see the text messages we have a zap so when our calls are recorded from RingCentral we automatically download those to a file but we also have it make a note that there was a call recording this is important because if I have to go back and try to find this recording in this client's profile sometimes customers change their phone numbers right or they were calling from a different number I want to know that I'm going into Christa's um Krista make the call so I'm going into her folder and then I'm looking for a call from this number at this time so my zaps are instance that you might have anywhere from a 5 to 15 minute delay if you're using zapier depending on the account level that you have but minor instance so I can I know it's within a minute or two of this time stamp so you can see just very easy to see the actual Journey that my prospects are taking with my producers to be able to coach and hold them accountable to that the other really cool thing about the agency Zoom pipeline is I can filter for automation so one of the setting options is to be able to turn off automation when a prospect responds so if I as an agency owner want to see hey is my team being really responsive to the automation I can click this filter button and then under automation enrollment I can click not enrolled so I can actually see who has been unenrolled so for example Carl is a new lead but he has responded in some way shape or form let's go look so it looks like in this case he responded no thanks which is fine um is there a good time for us to chat he said no thanks so what we're going to do with Carl is we're going to go ahead and move him to contacted because he did respond the information was accurate from quote wizard so we move him to contacted we're not going to turn on our automation and then we're just gonna recycle him so he wasn't interested at this time we want to spend our time with people who are interested we're going to put him out a couple months and we're going to put him under our leads not quoted and we're going to close tasks and we're just gonna say it wasn't interested um first time okay and then this is gonna then pop him back out in our pipeline in a couple months so that we can try again and you can see here I even have some automation letting him know you know hey thanks for the opportunity we'll reach back out down the road and see if it's a better fit um if there's a better time so this is how I spot check my agency to see like what's going on um to see what's going on with the workflows and if we're actually keeping up with our pipelines and utilizing our leads well we also have pipelines for quotes not clothes these are people that were recycling this represents year three and right now we're closing six and a half percent of the people out of the year three pipeline which is pretty awesome we have leads not quoted and also on year three we just are now hitting this we're closing four and a half percent of the people that we tried to sell to three years ago who we couldn't even quote so if you are not recycling your leads you're working a heck of a lot harder than you need to and you're spending a lot more money on marketing than you need to as well there is so much opportunity within our books and within our existing leads that most agents do not capture a system like agency Zoom makes it extremely easy and make sure that you're maximizing it and not only maximizing it but as an agency owner you can check in really simple and see what's going on like we have five people in here you know who have responded to our Automation and we haven't gotten we haven't moved them right so looks like there was a response back on March 8th so this is where I'm going to have a conversation with my producer and make sure that she's able to keep up with her lead volume these are really good indicators if you see a lot of this and your staff is really working hard and you can you know track their call volumes and their talk time and their you know working their tails off but you see responses that go um unreplied to right this one says get back to me towards the end of April please like well we'll gladly do that for Kathy we'll gladly reach out at the end of April but we need to like let her know and then recycle her so um this is this tells me that maybe my staff is they are able to get back to people fast enough and I probably need to hire which I'm doing right now anyways if we're actively interviewing and hiring um more support but this is something that you will see happen when you start Recycling and you continue to Market you will see the need for more people because you will have more opportunity and what do we all want in our agencies we all want growth we want you know more staff to delegate out to so we can have more time to work on our business instead of working in our business and we want them to have people who are interested in purchasing and are actively looking to talk to you so we want to be able to hit those individuals when they're not shopping with everybody else and that's what recycling leads really does so I hope you enjoyed this quick 10 minute video this is just one benefit of agency zoom and a system like this in place in your agency really just around pushing sales there's so many other things around monitoring your customers um to keeping track of service tickets really having a pipeline just like this but of service like what is going on in your agency let me give you an example I'm just going to pop over to ours this is our renewal pipeline so we're actively working our renewals and there's automation built in here to make sure we're staying in contact with our customers but let's like look at claims so how many of you can easily open one system and see all the claims across your entire agency and where they are doesn't matter what carrier they're with um and you're able to see you know what's going on so we have these people in the adjusting and repair stage and then we have five claims that are going to be long claims or they need some help this could be a property burnt down there was Major injuries in the accident there's some kind of dispute or mitigation happening or the adjuster and the client like aren't connecting well and there is you know some issues there and we are stepping in to help in the get in between that and make sure the client has a really great experience so this is just one example of a service center pipeline we will have 10 in our agency when we finish all of them we're about halfway through that right now but the clarity and the ability for you to check in and know exactly what's going on here in your agency in one portal is absolutely amazing and um I don't know about you guys but I work from home a lot and we are hiring producers Nationwide so we're hiring remote staff because we know we can handle them and if you've seen any Trends lately in employment it is that people want to work remote I put up remote positions for service and sales and I have over 800 people who have applied that is insane and the job ad has only been up for a few days so this is a this is a new trend and there's no reason that people can't work from home like in in your agency if that's something that you choose but you do need to have a really good system to manage them so not only is this really helping you maximize you know um your lead inventory which is really our product inventory right our leads are our inventory in our agencies it's helping you manage and help your customers but it's also allowing you to Pivot very easily into the remote work environment um if and when you need to do that because of potential Staffing shortages in your area because that is a growing Trend so we can really you know plug into top talent that wants remote work um with a system like this it's so seamless for us to do my producer Works remote my office manager works in the office but I work from home most days but I can still see everything that's going on all right thanks for hanging in with me on this quick you know video about agency Zoom if you have any questions please let me know you can go to agency Zoom automate nation.com I am a consultant with agency zoom and I can help you build out your system if you want to know more about how we can help you you can schedule a call with Kenzie she is on my team Chief marketing officer and she can really answer your questions and see if our service is right for you and if agency Zoom is right for you as well because you really you know having a CRM in a system is a big commitment and changing that system is also a very big commitment so you really want to make sure it's the best fit for you and you know at the end of the day all of us work a little bit differently so I'm not saying agency Zoom is perfect for everybody but I do believe that it is an amazing option for pretty much every kind of agency out there I've helped agents that are opening their doors next month they're brand new no client base all the way up to agents with six locations nationwide anything from commercial to personal lines and all of them have found immense value in using agency zoom in their offices so thank you for watching I hope this helps you and let me know if you have any questions thank you [Music]