Changes you need to make to grow your insurance agency
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Insurance and benefits agencies need to make changes to become sales organizations. Here are the changes you need to make to attract and retain employees and clients.
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Changes you need to make to grow your insurance agency
- 1. Changes you need to make to grow your insurance agency
- 2. As we interview agencies for admission to our network, we assess their current situation in 7 areas key to success, the “safety net” if you will. The following slides are a summary of what we see in a typical agency. How safe are you in each area?
- 3. Sales Marketing Team Solutions Operations Culture Vision Key A clear weakness Holding you back A clear strength After each section, see how this wheel shows a collective picture of the agency safety net based on the Key below.
- 5. We have no formal sales process There is no cohesiveness among our sales force Our pipelines are mostly emp We provide no stewardship reports When we ask about SALES, we most often hear
- 6. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
- 7. No strategy or defined message Target audience is reasonably well defined by demographics but not values Communication effort is inconsistent at best Agency brand tends to look like every other agency What we learn about your Marketing efforts
- 8. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
- 9. Service team stays in office Reasonable role clarity Little to no accountability Moderate team cohesiveness Good tactical, but not strategic, leadership In terms of TEAM development
- 10. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
- 11. We have a robust offering of solutions, but the utilization of those solutions by our clients is almost non-existent How effective are you at putting the right SOLUTIONS in place for your clients?
- 12. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
- 13. When it comes to PROCESSES & PROCEDURE S We are consistent in our execution, but have not formally documented our processes and procedures. However, the team is reasonably disciplined in how they operate.
- 14. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
- 15. Due to failed past initiatives, we are reluctant to change We are proud of our service culture, but it sometimes hurts our sales focus It’s a good thing we have a good team because we are not effective at performance management We do not have personal growth plans in place for our team The BEHAVIORS & CULTURE in our agency
- 16. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
- 17. The owner has both a very clear Vision in his/her mind as well as a strong sense of WHY (purpose). However, there is only moderate understanding of either by the rest of the team No plan has been created to make the Vision a reality or to execute on the WHY. The VISION of our future
- 18. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
- 19. We’re guessing your situation is pretty similar to the typical agency. This is a time of unprecedented change for insurance agencies. Having a strong “safety net” under you is critical to finding the confidence to embrace change. Visit us at www.Q4intel.com to learn how we can strengthen YOUR safety net.
Notas del editor
- Safety is about knowing your business is strong enough to survive the transformation. What are the critical elements that make us feel safe enough to pursue change
- As we capture the picture of what is working / not-working for agencies we talk to, as we look at the 7 key areas that make up their Safety Net. I share this not just to get you to reflect on your own Safety Net, but to also be aware of how your competition is being held back because they don’t feel safe enough to move their boundaries.
- We have to be “sales organizations”. Everyone has a role. Sales is our source of energy, confidence, and new opportunities
- Safety is about knowing your business is strong enough to survive the transformation. What are the critical elements that make us feel safe enough to pursue change