Which agency has the best chance of getting in the door with a prospect?
In today's bid-and-quote environment, agencies are all too anxious to present that magical number to an employer. At The WorkComp Advisory Group, we know there's a better strategy for getting in the door.
The VOICE Process™ is your first step to creating a client attraction program that:
The VOICE Process™ compels you to create a value proposition that distinctly represents the unique leadership and capabilities you bring to the employer-agency relationship…and positions you to attract the perfect-client type. When you can effectively communicate your agency's LCV (leadership, capabilities and value), it's easier for you to distance yourself from the competition and demonstrate how your agency is unique.
What makes The VOICE Process™ so effective is that you own it. Rather than being gimmicky or rehearsed, will attract prospects who are seeking the specific LCV you have to offer. This is a far cry from the rehearsed speeches of the past or the approaches you've learned and left behind because they weren't effective and didn't reflect the types of relationships you were seeking to create.
The VOICE Process WorkShop helps you clearly establish your:
If you're delivering a message that sounds like your competition's, employers quickly assume that all agents are the same. They ask themselves, "Why should I waste my time listening to yet another agent with the same old pitch."
Using The VOICE Process™, The WorkComp Advisory Group, collaborates with you to develop your agency's distinctive message. Your message will reflect the type of business relationships you are seeking with clients.
With the right message, you'll attract prospects who want to work with an agency that has the specific LCV—leadership, capabilities and value—you offer.
In The VOICE Process WorkShop, you'll create clear messages that are your agency's alone. You'll be able to effectively use these messages in letters, voice mails, emails and more to fill your pipeline.
Are you aware that your agency's goals and objectives need to be broader than just revenue growth? Your goals and objectives define who you are and why employers would want to do business with you.
With carefully crafted goals and objectives, you can easily align your capabilities with a prospect's needs … and quickly discover if they're a right-fit or not. This opportunity to identify right-fit prospects eliminates wasting your agency's time and resources.
At The WorkComp Advisory Group, we help our members develop goals and objectives that support their unique value proposition and attract the perfect-client type.
During The Voice Process WorkShop, you'll develop specific goals and objectives you can use to help your prospects and clients understand specifically how they'll benefit from a relationship with your agency.
Every insurance agency struggles to fill its sales pipeline. Lead generation is more challenging than ever and your time is valuable.
Revenue production is a lagging indicator…but a strong pipeline is a leading indicator of your future success. If you've been frustrated because you're not meeting your revenue goals, then it's likely your pipeline is inadequate.
You want to make sure you target prospects share your goals and objectives. The WorkComp Advisory Group can help you focus your efforts to build and manage a pipeline with quality prospects who would benefit from your LCV—leadership, capabilities and value.
When you participate in The VOICE Process WorkShop, you'll:
Filling your pipeline is only one step in the process of attracting new clients. To successfully complete the process, you must nurture your prospective relationships frequently, consistently and effectively. The VOICE Process incorporates a system of accountability and measurement that keeps you on the right track.
There's nothing more frustrating than engaging in a process that positions you to compete on price when you know your agency has so much more to offer. So why are you still doing that?
So how can you position yourself to attract that "perfect-client" type?
In The Voice Process WorkShop, you'll learn how to:
The WorkComp Advisory Group guides you through the process of entering into a new business opportunity with leverage. All first appointments are not created equal. How you enter matters and will increase the probability of not only a sale but a valuable business relationship.
Frank Pennachio, co-founder of The WorkComp Advisory Group, is a recognized expert in the Workers' Compensation community. For more than 20 years, Frank owned an independent insurance agency. For 15 of those years, his agency focused exclusively on Workers' Compensation.
In addition, he has spent the past decade training agents—more than 1,000 nationwide—on the technical aspects of Workers' Compensation. An advocate of life-long learning, Frank loves leading discussions and encouraging others to grow professionally.
Frank is an accomplished speaker, presenting at national conferences and seminars to agents, employers and other insurance professionals, and is a frequent author of published articles about Workers' Compensation issues.
In his role at The WorkComp Advisory Group, Frank is responsible for:
For the past 10 years, Susan Toussaint has been professionally dedicated to working in and around the Workers' Compensation system. As a regional manager for multi-site hospital-based occupational health clinics, she worked with employers to establish their injury management and wellness programs.
Susan recently received the Workers' Compensation Notable People for 2010 award sponsored by the LexisNexis Workers' Compensation Law Center.
In 2007, Susan founded Injury Management Partners, a firm that creates turn-key consulting packages to help agents cultivate employer relationships outside the broker of record.
In her role at The WorkComp Advisory Group, Susan is responsible for:
Your privacy is important to us. To better protect your privacy we provide this notice explaining our online information practices and the choices you can make about the way your information is collected and used.
When you supply any personal information to Work Comp Advisory Group we have legal obligations towards you in the way we deal with that data. We must collect the information fairly, that is, we must explain how we will use it and tell you if we want to pass the information on to anyone else.
In general, any information you provide to Work Comp Advisory Group will only be used by us. We use the information to supply you with our newsletter and to share occasional surveys or news.
Your data will never be supplied to anyone outside the company, unless we are obliged or permitted by law to disclose it. We will never sell or share our members' e-mail addresses.
To prevent unauthorised access, maintain data accuracy, and ensure the correct use of information, we have put in place appropriate procedures to safeguard and secure the information we collect online.
The WorkComp Advisory Group was established to provide independent insurance agents with the tools, training and consultative leadership they need to attract and retain business.
We believe the formula for your success is to lead with Workers' Compensation.
We recognize that many agencies are facing financial challenges. We offer a consultative approach that leads you through the process of identifying the risks and threats to your business, and then we advise you on developing a value proposition that truly differentiates your agency in the marketplace.
Our community provides you with the leadership, strategies, training and support essential to:
With our layered levels of engagement, you can choose the membership program that fits your agency's needs. And, regardless of the level you select, you're eligible to attend our 2-day WorkShop, which features our distinctive sales strategy, The VOICE Process™.
Learn "Getting in the Door" success strategies for prospective clients with The VOICE Process™, a comprehensive program developed by The WorkComp Advisory Group co-founders Frank Pennachio and Susan Toussaint.
The VOICE Process is the foundation of 2-day WorkShop in which you learn how to:
When combined with our training, support and consultative relationship, The VOICE Process allows you to own your message enabling you to engage with clients effectively and confidently. This process prevents gimmicks and rehearsed strategies and places you in position to open more doors.