Last year she wrote $1,000,000 in new premium from CTQ. She’s written $3,000,000 in premium this year.
You don’t have to be a large agency to get large results. She’s the agency owner and the producer.
Here’s how she did it…
She Prioritizes our Referrals
As soon as a trucker makes a request with CTQ it is sent to her. She stops whatever she’s doing and makes the call. The most important thing to her, in that moment, is reaching out to the trucker. Since these are delivered in real-time, she is able to speak to the trucker moments after they make a quote request. Talking to truckers when they are ready for insurance makes a big difference.
She Keeps a Good Attitude.
Not every trucking quote request closes. Her closing ratio is around 12%. That means over 8 out of 10 don’t work out. Sometimes she’ll write three in a row. Sometimes she’ll strike out sixteen times in a row. Does that get her down? No way! She understands the law of large numbers. Because of our pricing, she’s going to clean up in the end. In fact, by closing just 12 out of 100 deals, she’s making an ROI of over 400%. And that’s just on first year acquisition costs.
To quote truckers, you have to reach truckers. So how many truckers does she reach? “Almost every single one,” she told us. “Sometimes I have to call several times to get them on the phone. But I talk to them.” Some agents call once, leave a voicemail and send an email. Unfortunately, that doesn’t work. You have to make verbal contact the first day and sometimes that means calling several times. If you can do that, everything else falls into place.
It takes about thirty seconds to call someone, so our quote requests take just a few minutes out of her day in initial outreach. And yet each request is chance at about $10,000 in premium per truck. Those few minutes translate into a big chance at a lot of premium.
She scaled up
She posted some great results in her first year, but she knew she could do more. She tapped out the volume that we could send to her in her home state so she licensed in the surrounding states and we were able to triple the number of truckers we sent to her. The result? Her results tripled as well and she wrote over $3,000,000 in new premium.
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