The BIG Event 2011: MAIA's Annual Convention and Trade Show
Massachusetts Association of Insurance Agents
Annual Convention & Trade Fair
November 8, 9, 10 & 11, 2012
Marriott Hotel, Copley Place, Boston, MA
Mobile App Downloads CEU Listing Ed Manual Downloads Who You'll See in Boston


ALL Sessions


Exhibit Hall
Licensing Program
Sales Track...NEW!!
Personal Lines
Commercial Lines
Personal & Commercial Lines
Personal & Career
Receptions/Food Functions


Thursday, Nov 8
Friday, Nov 9
Saturday, Nov 10
Sunday, Nov 11


12:45 pm - 1:45 pm
Sat 12:45 pm - 1:45 pm
Ridiculously Amazing Sales Process
Speaker(s): Kelly Donahue-Piro

44% of sales people give up after 1 follow up and 80% of sales require 5 follow ups.   Knowing this statistic, what do we need to do to overcome it?  The answer is spend time sharpening your sales prowess through training and execution. We will explore the best strategies for prospecting, vetting a deal, account rounding at the point of sale and asking for the business. In addition, we will work through how to combine marketing, referrals and a personal brand into your very own ridiculously amazing sales process. Everyone has to buy insurance and this process will show you how to get them to buy it from you!

? Prospecting: You have to stand out from your competition and focus on why to do business with you. We will review the best strategies for digital prospecting, traditional prospecting and networking events.
? Building Rapport: Your sales process must clearly outline why to do business with you other than price. Building rapport helps you vet leads, build trust and make sure that everyone knows why they are doing business with you.
? Information Interrogation: You have to gather a great deal of information in order to effectively quote and we will share with you how to best use modern online tools to help make information gathering efficient and effective.
? Setting Expectations: Quoting personal lines insurance on the phone is something we all need to embrace. For larger accounts and commercial insurance we need to be thinking 4 and score to get the most on every account.

Kelly Donahue-Piro
Kelly is a game changer in the insurance industry. As the Founder and President of Agency Performance Partners and Co-Founder of the sister marketing company, Agency Appeal, she’s an in-demand speaker at regional and national insurance conferences and a social media and digital marketing trailblazer. In her years of consulting, marketing, training, and public speaking, she’s worked with more than 1,000 insurance agencies of all sizes, as well as with noted industry organizations throughout the U.S. and Canada, earning accolades like “insurance visionary,” “a total rock star” and “the real deal.” Kelly’s vision for her companies is to partner with independent insurance agencies to inspire and motivate their high-performance agency teams to become “Ridiculously Amazing.” She implements her strategy by relentlessly pursuing excellence in world-class sales, marketing, and service, aided by a hand-picked team of top-tier insurance consultants who work with agencies to identify and capitalize on opportunities for sustained improvement. Kelly is architect of the Agency Performance Partner’s Agency Assessment, a proprietary process for diagnosing agency growth challenges and untapped opportunities. The Agency Assessment provides a foundation for building an agency’s custom strategic growth plan. She has also created AppX Programs, a series of 6- to 12-month programs which deliver the consulting, training, coaching and benchmarking services designed to help agencies turbocharge marketing, sales, service, customer experience and retention. In addition, as a recognized champion of the importance of agency branding and establishing a strong digital footprint, Kelly helps agencies bring branding front and center with Agency Appeal’s customized agency brand guides. With this suite of services, tools, processes and procedures, Kelly and her team help agencies blaze a trail to the next level. This results-driven approach yields an aggregate agency profitability increase of 28%, premium growth of 42% and account rounding of 88%.

10 Objectives Every Successful Agency Practices
5 New Agency Challenges & How to Tackle Them
Designing & Tracking Your Customer Experience

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this session.

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Massachusetts Association of Insurance Agents  | 91 Cedar Street | Milford, MA 01757 |®