Strategic Management for Independent Insurance Agents & Brokers: Positive Change for Sustained Excellence

Tuesday, January 25, 2011

Sales and Growth

Let’s talk about what’s keeping you up at night.
 "This agency is not growing and it’s because the producers aren’t selling. How do I motivate the sales team to sell."
You may need to ask and answer some difficult questions about the individuals you call producers and the team you call a sales team.
?         Is each producer’s individual book of business profitable, including expenses associated with servicing the book as well as sales expense and compensation? If not, why not?
?         Are you organized for growth? How much sales support do producers have, e.g., carrier marketing, proposal generation? How involved in renewal processing are the producers?
?         Does technology support the sales process as well as customer service and accounting?
The answers to these questions may help you identify obstacles to sales. Also look at the culture of your agency. Is “sales” even a word you and your staff use? Is everyone in your agency on the “sales team?” 
Take a critical look at your sales team. Identify changes that will get everyone working to increase sales, not just producers.


Tuesday, January 18, 2011

Critical Success Factors

Want to drive success in your business? Focus your energy and your resources on those things that are the most important. Sure, you'll have to deal with a lot of urgent activities that don't contribute significantly to the achievement of your goals. Don't let the urgent get in the way of the important, however. If you're only working in your business, and never on your business, you are far less likely to take your business to the next level.

Tuesday, January 4, 2011

Setting Goals for 2011

I’m leading an ExecSense webinar on Wednesday January 5th on Best Practices for Establishing 2011 Goals for Your Team as an Insurance Executive: Case Studies of Goals, Benchmarks, Tips & Techniques Set by Other Insurance Executives, you can get more information at