SMART Update : 19062015

Good Morning SMART Team

It is strange to think that we are a few days short of the "half way" mark until the end of the year! smartMI is also more than 2 and a half years old now and growing at a great pace.

Yesterday I learnt some news, that I must admit shocked me to the core and that makes me really upset, angry and uncomfortable. Debbie van Huyssteen now works for our competitors, NFS. 

I've thought about the effect that this has on the way in which I interact with, and trust my team. I also thought about the betrayal that accompanied it. And I've thought about the risk that came with it. Somehow, out of everything that crossed my mind, the most important aspect that I kept coming back to, was TEAM.

When we started smartMI, we decided that one of the SMART Values that form an integral part in how we operate, is TEAM. smartMI was built by a TEAM of dedicated people - not just 1 Person. smartMI is dedicated to creating opportunities for the entire TEAM, understanding the role each and everyone of us play in the success of the company.

This we need to remember - we lost one Team Member to the competition. But that ONE person is nothing, without The Team. We are still the SMART Team.

So no, I don't want to start mistrusting an entire Team, because of one person's dishonesty. I don't want to change the culture of a Company because of one person. So, the only thing I'm asking, is that each and every Team Member be aware of the risks and threats that face us from our Competitors in this market. If you become aware of any risk or threat, please REPORT it IMMEDIATELY to myself as we all have a duty to PROTECT THE TEAM.

On a different note, let's focus on what we are supposed to focus - smartMI!

smartMI Winter Project

I am truly very excited about our smartMI Winter Project. I really hope that our branches can get some of their clients knitting and joining the fun. At HQ we have already started with a bang, knitting the samples to send to you. I love the fact that we are working together on 1 goal, across the different offices. I'll send a separate update with information on this project shortly.

smartMI Premium Increases

You have been implementing some small increases in your branches the past month or so. This is never a fun process, and we try to focus on the fact that we haven't done any increases for more than 2 years as smartMI, and it is also not on every policy. Try to make sure that your clients are comfortable with the increases - emphasise the general cost of living that increases on all levels. The bread that cost R2 a few years ago, now costs R10 for example. If you have a really impossible client that you are unable to assist, let us know to help. Good luck and thank you!

smartMI Mya2

You have started using the sales and leads section on Mya2. This is truly just a small first step towards our new online program. Please note that it is important that each person capture their own sales and leads, as we can then see who is active, dedicated and making things happen! In June you will generate many new leads that need to be captured for your Refer a Friend Project. Please get this on the system ASAP so that we can start marketing to these leads. FOLLOWING UP ON YOUR LEADS is how you will generate sales. Make some time EVERY DAY to follow up on existing leads, is important.

smartMI SALES

Although some branches have a very goods and stable sales rhythm, it does seem that we struggle in certain areas from time to time. As we don't do "pressure sales" and sell via a "conversation", it is VERY IMPORTANT to continue having those conversations with potential clients. It is important to implement a weekly plan for your marketing - PLAN YOUR WORK - THEN WORK YOUR PLAN. Don't fall into the winter slump with your marketing - keep WARM by keeping ACTIVE and selling!

• Why not do a promotion - set up your table, chairs, banners etc ...... if you need help with this, let us know. A table promotion is a great way to start having those conversations, hand out balloons and flyers.
• Monthly follow up on lapses - do you pull a lapse report every month and follow up on those clients with notes? The clients who say - "not this month" - do you follow them up the next month?
• Monthly follow up on leads - do you have a sheet that you used to follow up on your leads - when you phoned the client and when you should phone again. It's nice and cold - invite your lead for a cup of coffee at the shop and some talk about our products
• Group Discussions - have you considered inviting a small community group / society to the shop for some cookies and coffee and then talk about our products? We can also arrange a "prize" for the client / contact who puts this group together and get them to the shop ....
• Money Cards - are you MAKING THIS WORK at your branch. Clients need to SEE it work. So next time a client brings a friend to take a policy - hand her a money card and pay her the R25 and motivate her to bring more clients! SEEING IS BELIEVING
• Outside - Have you gone to your taxi ranks, bus stops, ATM's on SASSA days, pension points ..... there are so many spots where groups of people gather, and you can hand out pamphlets.
• Internal Competition - challenge and motivate one another to SELL. Have "smarties in the cup competition" on the number of sales over a certain period and award the winner with a big chocolate. If you don't know how this works - check in with Sharon.
  

These are some suggestions that I thought of - now show me what you've got!

smartMI GROWTH

I've been doing quite a few sums lately, as part of my strategy plan for the next 5 years, and how we take things to the "next level". It is interesting to note that we are growing on all levels, if not, showing remarkable stability. This is THANKS to a SMART Team!

What I want to mention, is that from the 1st Quarter of 2013 until the 1st Quarter of 2015, we have grown with approximately 95%! We have therefore almost doubled our premium collection and income over a period of 2 years!

Most of this was generated by the first 4 branches - PE, Kroonstad, Beaufort West and Kenako. We are starting to see the contributions from the new branches - George, Dunoon and Welkom. With Welkom as the exception on the rule as they started with a client base, we need to focus on encouraging Dunoon and George to grow their client base at a steady rhythm.

It is also worth mentioning that the 27 permanent Team Members who started smartMI, have become 39 permanent Team Members  - so yes we are growing!

With the strategy plan that I am building, I will focus on who the key Team Members are that can help us to take smartMI to the next level. So, if you are one of those Team Members that can help us build this Company bigger than we can imagine at this point in time - be sure to put up your hand!

smartMI Marketing Outreaches

smartMI HQ Team Members - Chrisna, Lavian and Esmerelda visited Beaufort West during the month of May, for a marketing outreach. Not only did they have fun interacting with clients, visiting them in their homes and meeting them on the street, they pushed up sales from April to May with 62%! I think that is a SMART Job indeed!

Thank you to the Beaufort West Team who welcomed the HQ ladies, and worked well together as a Team. Without Team Work, we would not have had this sales result!

So, which branch is next up? We'll let you know soon!

In short ....

I haven't even discussed everything I wish to discuss, but time is catching up. Funny thing, I can't even remember the incident that prompted the letter in the first place!

I suddenly feel like there is so much I want to do and achieve - so let's do it the SMART Way - One Day at a Time!


SMART Regards
M