good performance management process is no longer sufficient to ensure the growth and insurance agency. What can be assured that, despite the good performance management process rooted in the five basic elements of commitment, and business operations, sales, training, and skills training and accountability. Before we review these basic elements, allowing the first look for what is the situation in the industry.
asked if company owners and managers of the agency to define the performance management process, and no one of them to agree or have the same understanding of what is meant by these three words. Moreover, the very small number of them see insurance sales as a cornerstone of the performance and how to manage the process of selling imposed as a key to the growth of the agency. Many insurance agencies are working on the firm belief that the insurance business "is what it is," and this is how "we've always done." And that they are not committed to their agency for any particular purpose and do not really have a goal setting process in place for their producers. There are no specific performance standards both and without real consequences for failure to meet those standards.
many agency managers have only latitude for growth and product agency. Sending more policies, book more business, grow and earn more money. Send fewer policies and accounts lose, do not grow, and make less money. Proof of this is found limited to the mentality of the growth in the number of tribal year 50+ in the agencies who have been there for years and still only making $ $ 40- 50K per year in an industry where they could be making twice because the money in insurance sales there in this regard . This agency principles are satisfied with the status quo. They're okay with how things are working and do not want to change a thing. They claim they are too busy to implement a new process to improve the performance of their producers, or help them improve the performance management process.
Then there are those agency managers who want to grow. They want to create the agency and that's what the motivation, concentration and productivity and one foster sales, which puts more money on the bottom line culture, growth revolution to the top line, and creates wealth for shareholders and provides a mechanism, the process, the system generates better income for themselves and their producers.
I think that there are five elements to the extraordinary growth, and it is centered on the following principles: 1) commitment; 2) a plan of action or process; 3) sales training. 4) skills training. And 5) Accountability: I embrace this belief because it delivers on its promise. These basic elements of creating an exceptional, unprecedented growth in the agency.
commitment. Commitment with the agency director begins. If the agency is to grow and prosper, it must be CIA director willing to make the commitment and the agency itself on each product that works there. Begin by offering the promise of your producers. Make it a strong one, a significant departure from the way in which things were. Think outside the box. This commitment to create tangible, measurable and compelling enough to drive you and the largest producers of growth. Tell them that you are committed to helping them double their income quickly. Not only will you stimulate the bottom 80% of the producers, but the passion to help them financially growth would spark a drive toward greater growth for you, for them and for the Agency.
business operations. Most insurance agencies do not have a commercial operation. They have a process for how to obtain a pledge policies and how to move on prices and how to set up customer billing procedures. They have a system to keep track of the book for their business. But what most of them do not have is a process that created new business opportunities and new growth appears.
in order to grow, to have the agency managers to be a commercial operation, and develop a plan for the airline and the playbook that explains step by step as he was going to play the game, and who needs what to run, and where each player will be on each game. And it determines the playbook rules of the game and knows the agency directors and producers how to play according to the rules. It starts with the prospect. When you put the work of hard rock such a plan, it is reliable and reproducible. Training
sales. Five of the extraordinary growth of basic elements, there is nothing more important than training. Nothing gives a greater return on investment and Director of the Agency of training producers to master the skills that will prepare them for the best agency to reach its goals and experience real growth. Without training, how you can perform plays in the book of your play? How effective you can be with the business process?
trained on what? First, teach them how to cope with the best to their customers and ask for those introductions. Giving them the ability to take advantage of all the people in the book business and all the people they know. People are hidden assets and the agency has to generate new business, make more money and create a net worth greater. Second, and train them in the pre-call strategy. Teach them how to develop a relationship with the customer and build a relationship with them. Trained to distinguish themselves proactive and services from the competition or "current". Teach them how to wedge the incumbent on a consistent basis so as to improve the rate of closure and win more business. Finally, and train them on how to negotiate a written service agreement with its customers. And, do all of this, not only to give them a high level of efficiency, but also the confidence to go out and use these skills effectively. Training
skills. Skills training is about converting sales skills to work, to behaviors learned. Best agency entrusted his car to achieve this transformation it is a sales meeting. But not this kind of sales meeting we all have become accustomed to, and not the kind that begins with the agency director digit passes last month, the director of sales calls for producers to share success stories. It's not the kind of meeting where everyone discusses what is new in the pipeline and the sales manager asks what are the chances of winning this account. In these meetings, sales and producers learn how to work introductions, the pre-call strategy and learn how the statue of the current president. They learn to use resources agency to quote a piece of business, and the preparation of the offer and the establishment of a written service agreement and learn how to develop contingency plans.
accountability. There are two elements of accountability. First, agency managers must be able to rely. They have to have a system to track all expectations and existing customers. They must be able to create a pipeline of their producers. Second, there must be consequences. If you do not have a clear-cut consequences for things like high performance and low performance, it would be difficult to find accountability, and without accountability, he gets to do anything.
larger problem of agency principals have in creating accountability fear. They are afraid to commit. They are afraid of the establishment of the consequences. They do not want to commit because they fear that changing the status quo and ruffle feathers. In order to grow, but that producers should be responsible for the performance of the agency superiors and adopt the mentality that speaks to the belief that they create accountability for the greater good and for a larger issue - help producers to double their income and create more profitability so with those profits, the Agency can invest in new producers and proactive services that will continue to give them a competitive advantage.
As I said, good performance management process is no longer sufficient to ensure the growth and insurance agency. Good performance management process rooted in these five basic elements can, however. Control of the elements of the obligation, and business operations, sales, training, and skills training and accountability take performance management process in the insurance agency to a whole new level and virtually guarantees not only growth, but the extraordinary growth of the Agency and to the owners and managers and producers who are working there.
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