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PayneWest Hospitality Division

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by

Ryan Bramlette

on 23 April 2014

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Transcript of PayneWest Hospitality Division

Start
get in the door
No secret sauce
Referrals, COI's, Industry Involvement, Specialization
Social Media- reverse referral
Cold Calling- Team Up

Have a story to tell that seperates yourself. Have confidence. Give examples. Speak to your specialty division. Practice with teammates. Make it fun.
first meeting
Asessment
Present Plan
Implement
SALES PROCESS
1. Get in the door
2.
First meeting ( ask ?'s and tell our story)
2A. here is what i heard you say
3. Risk Assessment
3A. testimonials / confidentiality
4. Present Plan
5. Implement
We
Be highly educated and specialized....or risk failure. Business Acumen.

WE EDUCATE OUR CLIENTS ON WHAT THEY DONT KNOW. WE CHALLENGE OUR CLIENTS AND OUR COLLEAGUES AS IT RELATES TO RISK MANAGEMENT. WE ARE ADVISORS, NOT INSURANCE AGENTS. WE DO NOT COPY, QUOTE, AND PRAY.
Be prepared. High level of acumen on industry and the risk.
Circles. Examples. Quantify? Engage with your team.
Questions
Opening Statement
Examples
Close
Emerging Risks
Industry Challenges
R3/ S3
Executive Briefing
So What?
Organized Thoughts. PRES
Simple- Conversation
Examples- Educate
Quantify
Scalable
Challenge- TCOR, Relationship

We understand...that our industry gives a false sense of security as it relates to the protection of your investment.
With the knowledge and the research we have within our hospitality division, and the experience we have with our hospitality clients,
we have identified over 15 ways this false sense of security prevails.

Let me give you an example of what i mean.

PROBLEM, RESPONSE OF THE PRES.

Band of Pricing Concept
Show during 1st meeting. Show AGAIN at close- with their risk...and quantification.

Examples- Quotes, Articles, Client Examples.
Don't give away solutions. Quantify "scenarios".

The Bubbles
Carbon Monoxide
Liquor Liability
Time Period- Business Interruption
Undervalues in Property and Penalty
Vendor Risk
Transfer
Catastrophic Injury Event
Franchise Agreement
Cyber- Online Data Risk Management
Crisis Management
Brand Damage
Discrimination
Employee
3rd Party
Officer Protection
Fraudulent Worker Injury Claim
OSHA Compliance
Work Comp Controllable Points
Employee Turnover
Unidentified Risks
Environmental
Prospects and Clients want ease of doing business in 2014. What is easier than a BOR?

Why not ask after each step of the process?

Give Options:
There are a couple different ways we can move forward.
We can take you through our asessment, and we will identify what risks are in this area for your business...come back with a plan.
If you like what you heard today...this is how you want to do business...you need to know that hiring our firm today...is an option. Only difference between this option and the previous....i can implement a lot faster as your advisor- vs not as your advisor.
Do nothing. Continue to do business the way you have been.
This is what I heard you say...
Confidentiality Agreement
This is what our clients are telling us
First meeting
R3 / S3

R= Results
S= Strategies

R1- Results- Past/ Present
S1- Strategies- Past/ Present
R2- Results- Future
S2- Strategies- Past/ Present


R3 and S3- At "Present Plan"- to create alignment.
Cyber Breach-
Risk Management of Online Data
Room 225- Carbon Monoxide
Opening Statment.... Problem, Response

There are a couple different ways we can move forward.
We can take you through our asessment, and we will identify what risks are in this area for your business...come back with a plan.
If you like what you heard today...this is how you want to do business...you need to know that hiring our firm today...is an option. Only difference between this option and the previous....i can implement a lot faster as your advisor- vs not as your advisor.
Do nothing. Continue to do business the way you have been.
Hospitality Division Tools
Pipedrive- Non Optional- Reviewed and Held Accountable
Hospitality Team- Engage and Strategize
BDC- Darryl- Target Prospecting
Loss Control and Claims Advocacy
Market Clout

In Progress...
15 Circles
Prezi, Other
Web Site
Testimonials
Linked In, Other
Recent Wins
John Howard- Issac Walton
Casey Galloway- Series of hotels
Next up...
Conference Calls- every 2 weeks for 1/2 hour
Partner Up- Build Acumen and Build Circles
Share Acumen with each other once a week. Before our calls...have 1 piece ready to present to the group . What is the example, how can we quanitfy the impact, and can we provide a sollution (we dont have to )
Linked In and/or other avenues that we can and will share as well.
Wins- what did it sound like
Other Important info
Full transcript