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The One Percent Solution!
Improve Vitually Any Result by 30%
| The One Percent Solution! From: Grant W Davis |
| Years ago while trying to sell insurance that was more expensive than my competitors, I discovered that by using the 1% solution I could still save a client 30% on their insurance premiums by breaking down every part of their coverage and looking for small credits and discounts for each line of coverage in almost every instance. I also found I could also do it with the same company they were currently insured with. |
| How? |
| Here is my secret. Most sales professionals are lazy. Almost all are lazy over time. By that I mean that we are all on our game as we try to get a new client. But once the client has been with us for a few years, most just let the policy renew. The same shark attitude that earned the clients business has been lost through familiarity. |
Two things I did when I realized this.
I made sure that my insurance agency remarketed, (check rates) for our clients every year, and let our client know what the lowest rates were. Even if they didn’t change companies.
I developed the 1% solution.
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What is the one percent solution? The simple idea is that it is very hard to find one thing that will reduce rates 30%. Something this big usually is noticed by even a half a sleep competitor. Instead I started to examine each and every part of the insurance policy. Every coverage has at least one rating factor which is used to develop premiums. By looking at 30 factors, I found I could usually affect a small change in each one. 1%. When added all together that made for a 30% savings for my clients. The reason this technique works so well is most competitors don’t, and wont take the time or effort to do this amount of work, and most insurance clients simply accept the rate offered as “the rate” or the “cost” of the insurance. This concept is easily expanded to just about anything else you can think of. In our members section I will be offering detailed step by step 1% solutions on breaking down any product or service to its basic building blocks, and how to offer a 1% solution to affect large scale changes. Salesmanship, proposals, fact finders, marketing, closing ratios’ virtually anything we can turn into a statistic can benefit from the 1% solution. |
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Grant W Davis |
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