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March 23, 2015 at 10:44 AM
Insurance agencies are like snowflakes, no two are alike. However, after spending lots of time with agency owners in hyper-growth mode, I learned that there are several traits they have in common. Below are five that stand out, and duplicating these tips can help your firm become a high-performing agency.
1. Culture
Top-performers have a culture that’s focused on production. When we talk about building a sales-focused culture, people often assume that we’re dismissing the importance of great service. This is not the case. In fact, agencies with the best sales culture tend to have the best service teams as well. Keep in mind: You can’t flip a switch to create a world-class sales culture. It takes communication, training, charisma and an owner that’s laser-focused on their people, processes and tools. You’re slow to hire and quick to fire but top performers love working in your agency. Not only are they growing professionally and personally, they’re having fun doing it. You’re a leader not a manager, and employees know that they have your support every day.
Your attitude, not your aptitude will determine your altitude.
2. Technology
Agents experiencing hyper-growth understand that technology can scale a business quicker than manual processes. When they invest in new technology it’s implemented properly and everyone in the agency buys in. I can’t tell you how many times I’ve seen agents invest in the latest and greatest technology then expect it to be a magic bullet. Unfortunately, it sits on the proverbial shelf and collects dust because they can’t culturally adapt.
It’s not faith in technology, it’s faith in people.
3. Sales and Marketing
Agency owners at the helm of fast-growing agencies view themselves as sales and marketing organizations that happen to offer insurance products. They’re active on social media, email marketing and have a top-notch website. They add to their pipeline with purchased leads and have a strategy for every prospect they encounter. They have a sales process that everyone in the agency follows and it’s reviewed in meetings, trained to new hires and most importantly, it works! The term “sales” isn’t a bad word but is embraced in the hyper-growth agency.
