Rachelle Astudillo’s Post

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Managing an insurance agency can be rewarding but challenging. Tasks like customer support and data entry can quickly pile up. Hiring an insurance assistant can help you prioritize and focus on what matters most. Read our blog to learn more about the benefits of having an assistant! https://lnkd.in/eG6YwPRc #MidwesternMarketing #FinancialWellness #Blog #ReadNow

How to have a conversation with your prospect without "pitching". Get them to self identify and bucket their pain. Make them curious about your "value proposition" solution. Prospects are problem oriented not solution oriented. 1) You know your solution 2) They know their problem but not your solution. 3) It's your job to know your solution and their problem and connect the two for them. Simple hey 🤣 P.S. What are you doing wasting time on LinkedIn? Pick up your phone and call someone.

Cold Calling: So your fancy permission-based opener worked...what next? Don't make this mistake 👇 Most reps at this point go for the pitch. Which usually includes a "value prop" that sounds like this: ❌ Value Prop: What not to do ❌ Rep: "Can I get 30 seconds to tell you the reason for my call?" Prospect: "Sure." Rep: "Thank you, Jason. At Legal Biz Solutions, we improve workflows, increase profitability, and eliminate guesswork with our leading legal management solutions. We help CFOs perform all accounting and financial operations within a single paperless environment—and close on time and with certainty." Prospect: "We already have a solution." OR "Not interested." OR "Can you send me an email?" This approach is met with a lot of rejection. It's generic and super pitchy. Yet, this is what most reps will do. ~~~ Now here's where Nick Cegelski's approach comes in. He believes in replacing your "Value Prop" with a "Problem Prop." Prospects relate to THEIR problems, not YOUR solution. ✅ Problem Prop: What to do instead ✅ "Thank you, Jason. You can even start a timer if you'd like." I called you because I talk to a lot of CFOs of insurance defense law firms. Most of them tell me they're really frustrated with all the deductions, rejections, and appeals they get from the e-bills they send insurance companies on behalf of their clients. I know I'm calling you out of the blue, but that's a problem we make go away for about 300 law firms across the United States. I was wondering if you might be open to learning more when I'm not cold callng you out of the blue?" This prompts a conversation around the prospect's world. ~~~ There are three core components (not listed in order) of a great problem prop: ▶︎ 1) Social Proof This reduces skepticism. Drop a few relevant customer names or use Nick's approach above. ▶︎ 2) Common Problem This demonstrates business acumen of their industry. You go from an outsider to an insider. Try using these phrases: - "Frustrated with..." - "Anxious about..." - "Concerned with..." - "At their wit's end with..." And get very specific with the most common problems your prospects & customers share. ▶︎ 3) Invitation To Continue "Are you open to learning more?" = small commitment that invites a conversation "Can we schedule a quick demo?" = large commitment that invites rejection ~~~ Do you agree or disagree with Nick's approach? Let me know in the comments. P.S. Want to see the full video from the live show with Sell Better? Check the first link in my featured section. #sales #coldcalling

If you're talking about your solution or product on a cold call (and dare I say cold email), you're doing it wrong! Throw your value prop in the trash immediately. This is the way and has been the way to cold calling for years. I like how concise Nick Cegelski communicates this POV on cold calling.

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On ADMIN Professionals Day I want to remind everyone to be appreciative of the people who support you. It is easy to be prideful and take sole credit for your success. But here’s the thing….if you want to BE amazing, you have to remember people generally ARE NOT amazing on their own—it’s a team effort. It is important to recognize and appreciate the people who have helped you achieve your goals. With that in mind, I want to take this opportunity to do a shout out to my TEAM. I am BLESSED to work with an exceptional group of people, each with their own unique skills and abilities. I think of my team as a part of my FAMILY. I believe I have a duty to protect my team/family and our team culture. They say you “hire your problems”. I think the reverse is true as well - you can have great success by hiring “problem solvers”. This often means having patience and waiting to hire the “ right people”. I am extremely selective when evaluating new team members. You can train people to increase their technical abilities, I look for people with the attributes you can’t necessarily train: Smart A desire to learn/ coachable Putting others first Team player Comfortable saying I don’t know Honest Servant attitude Want to be a professional Treat the job as a CAREER I have been extremely fortunate to have built a team that have these attributes. The success I have been able to achieve is a direct result of the people who support me. I want to say a big THANK YOU to all of my team members. I also want to thank all those indirect team members of Higginbotham Insurance like, marketing, accounting, claims, loss prevention, bonds, life, personal lines, employee benefits, management, IT, social media group, etc. I could never do it on my own. I bet you can't either!!!!!!

Beware of scammers!! I applied to an appointment setter position with LINQ Pharma on LinkedIn. Katie Jenkins (jenkinskatie853@gmail.com) reached out to me and their email stated: "Thank you for your interest in the Appointment Scheduler role at LINQ Pharma Consulting. Share your availability and resume with Ms. Martin addisonmartinco@outlook.com to schedule an interview and we will be in touch." I reached out to this Ms. Martin and this is what they emailed me with: "Dear Tammy, Thank you for getting in touch. This is a full-time position, but it can also be done on a part-time basis depending on your availability. Your responsibilities will include but are not limited; running errands, supervising and monitoring, scheduling appointments and flights, and keeping me informed about my schedule. You will also act as my point of contact when I am unavailable, handle regular contacts, and oversee my financial activities. I am a retired real estate attorney and entrepreneur. I sometimes invest in the real estate market which requires me to travel inside and outside of the state while I am working on different independent projects.I live about 15 miles away from your zip code, and I am 65 years old. Currently, I am in Montreal, and I will return in two weeks for a formal interview with you and to fill out any required paperwork. Post COVID-19, this position does not require you to come into an office. I am willing to be flexible when it comes to fitting this role into your other commitments. The hours are flexible, and the salary is consistent, although some weeks may require more of your time.I do have some things that you can help me with this week if you are available. You will be receiving $1550/week, health insurance, 401(k) plan, and paid time off, which we can discuss in further detail when we meet. If you are interested, please fill out the following to get started. You must reside and be eligible to work in the U.S. Full Name: Full Address: Apt #: City/State/ZipCode: Mobile (For SMS): Current Occupation: I look forward to discussing this opportunity with you in a couple of weeks. Best regards" This sounded too suspicious. I couldn't find anything about the company and when I research the email address, I had found a page that talked about how this exact email address had been trying to scam others with the same exact content of email. Here is the link to the exact page: https://lnkd.in/eHg2Mj9Z Scammers like this person and others I have came across stopped reaching back out once I have emailed them back about their scam related behavior. LinkedIn needs to do a better job on making sure there are legitimate companies and job posting.

Be aware of the red flags in your Revenue Cycle. Don’t overthink the steps. Systemic bottlenecks affect Dental Offices viability A great example of this in our lifetime, thus far, has been the COVID Shutdown and its restrictions. With very minimal to no Scheduled Production coming in (offense) and Insurance Reimbursements temporarily shutdown (defense), the 10 Revenue Cycle steps the Dental Industry relies on made evident the value/impact each of us offer to the Dental Offices and Patient Care Hence, stick to the basics. Train to duplicate Oneself so each of our daily impact results in better Patient Experiences and Patient Retention 🦷😁🪥