WEBVTT

1
00:00:00.000 --> 00:00:00.890
<v ->I'm Clint Wilson.</v>

2
00:00:00.890 --> 00:00:03.610
I'm a Sales Leader with State Farm Insurance.

3
00:00:03.610 --> 00:00:04.443
Yeah, so

4
00:00:04.443 --> 00:00:05.276
my role

5
00:00:05.276 --> 00:00:06.170
is

6
00:00:06.170 --> 00:00:08.150
probably one of the most

7
00:00:09.160 --> 00:00:11.320 line:15% 
wide in the company.

8
00:00:11.320 --> 00:00:12.990 line:15% 
We touch a lot of different departments.

9
00:00:12.990 --> 00:00:15.320 line:15% 
My role is to be

10
00:00:15.320 --> 00:00:17.970 line:15% 
a hiring manager, the coach,

11
00:00:17.970 --> 00:00:21.700 line:15% 
for our agents and so I have a team of 40 agents

12
00:00:21.700 --> 00:00:25.880 line:15% 
throughout southeastern, east central Indiana.

13
00:00:25.880 --> 00:00:29.480 line:15% 
And, my main role is to help them develop

14
00:00:29.480 --> 00:00:31.690 line:15% 
so they're better able to serve our customers.

15
00:00:31.690 --> 00:00:33.870 line:15% 
So it, some days could be

16
00:00:33.870 --> 00:00:36.020
primarily involved with a sales.

17
00:00:36.020 --> 00:00:38.250
Some days it's a how do they

18
00:00:38.250 --> 00:00:40.850
hire and recruit and lead a team.

19
00:00:40.850 --> 00:00:43.090
Other days, they may have a claims headache

20
00:00:43.090 --> 00:00:45.390
that I'm a trying to help out with, as well.

21
00:00:45.390 --> 00:00:47.510
So it, touches just about everything

22
00:00:47.510 --> 00:00:48.770
that the company touches.

23
00:00:48.770 --> 00:00:50.160
Our sales process

24
00:00:50.160 --> 00:00:51.540
is pretty different

25
00:00:51.540 --> 00:00:52.680
from what you might envision.

26
00:00:52.680 --> 00:00:54.060
We're not showing up with a binder

27
00:00:54.060 --> 00:00:57.450
and flipping through laminated pages.

28
00:00:57.450 --> 00:00:59.110
We don't have

29
00:00:59.110 --> 00:00:59.943
necessarily

30
00:00:59.943 --> 00:01:00.890
set scripts.

31
00:01:00.890 --> 00:01:03.750 line:15% 
It's really about taking time to get to know the customer.

32
00:01:03.750 --> 00:01:05.360 line:15% 
To understand,

33
00:01:05.360 --> 00:01:07.030 line:15% 
what's most important to the customer.

34
00:01:07.030 --> 00:01:09.060 line:15% 
To understand their goals, and

35
00:01:09.060 --> 00:01:10.040 line:15% 
by doing that,

36
00:01:10.040 --> 00:01:12.790 line:15% 
by having a customer focused conversation,

37
00:01:12.790 --> 00:01:14.600
we're able to better help,

38
00:01:14.600 --> 00:01:16.940
to better make recommendations for

39
00:01:16.940 --> 00:01:18.910
how they should be best protected.

40
00:01:18.910 --> 00:01:22.610
And so, a lot of our sales conversation is really centered,

41
00:01:22.610 --> 00:01:23.970
or training I should say,

42
00:01:23.970 --> 00:01:25.160
centers around

43
00:01:27.180 --> 00:01:29.050
asking good questions.

44
00:01:29.050 --> 00:01:31.760
It centers around spending time

45
00:01:31.760 --> 00:01:34.630
with our agents, with their team members.

46
00:01:34.630 --> 00:01:38.760 line:15% 
Helping them know what kinds of questions should they ask

47
00:01:38.760 --> 00:01:41.270 line:15% 
to better understand a prospect's goals.

48
00:01:41.270 --> 00:01:44.570 line:15% 
To better understand, how that person

49
00:01:45.460 --> 00:01:46.980 line:15% 
could be

50
00:01:46.980 --> 00:01:48.060
better served

51
00:01:48.060 --> 00:01:50.823
by some of the services we provide.