About First American home warranty
A First American home warranty (FAHM) is a renewable yearly service contract that protects a home’s systems and appliances from unexpected repair or replacement costs due to a break down. Homeowners insurance does not typically cover for mechanical failures, so a home warranty can help bridge the gap. We’ve been a home warranty leader for more than 35 years.
There are two distinct buyers:
A. The end user customer (home owner).
B. The mortgage broker that becomes a referral opportunity from their customer base.
Why Focus On Digital Selling?
- The industry has gone through a ‘commoditization’, as mortgage brokers have a lot of options. FAHM decided to change the conversation and develop deeper, digital relationship (in conjunction to personal relationships) in order to remain Top of Mind.
- There is so much change in the mortgage broker world that FAHM could be first to identify Signals of opportunity vs. risk.
- FAHM has been investing a marketing and sales tools to accelerate the sales force, and Sales for Life could pull all these best practices together into a comprehensive learning experience.
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How Was Success Measured?
Program success was evaluated through Sales for Life’s measurement framework, grounded on the Kirkpatrick Evaluation Model, as the industry best-practice.
While much of social selling enablement is focused strictly on training, Sales for Life’s model is built around knowledge transfer and application. This is ultimately tied to sales results and ROI. It was through this approach that FAHM was able to correlate actual sales results through application of learning.
Sales for Life Creates
What Change Management Occurred?
- Digital sales has changed the prospecting motion for Home Warranty, and many B2B2C markets. FAHM was able to hyper-accelerate the Selection, Planning, and Engaging of exponentially more mortgage brokers throughout the USA. This will in turn lead to an increase of market share.
Happy with the results, FAHW is now entering a reinforcement phase with Sales for Life and expanding to all new hires within the sales ecosystem. With behavior change as the core driving principle, Sales for Life continues to support all sales professionals to ensure they’re ahead of the learning curves.