21 Sep Don’t Let Your Insurance Sales Team Stagnate
Grow Agency Revenue with Sales Training
Most agencies don’t have a producer problem… they have a sales leadership problem. If an insurance agency owner fills the Sales Leadership void, the agency grows, however, if they don’t, agency stagnates.
Quitting is probably the number 1 reason agencies aren’t growing in relationship to their potential. They quit. It just got too hard. It’s like a diet –- you don’t quit eating; you just stop eating healthy. Maybe it’s your golf game? You didn’t quit playing golf, but maybe you dropped the lessons and never got any better?
Maybe they are looking for a Magic Pill or a Secret Formula? But, there simply isn’t one. And so they quit. There were some ‘pain-in-the-ass’ producers that just took the wind out of their sails.
Commit To Proactive Services: A Unique and Differentiated Client Experience.
You’ve got to commit to being a proactive services firm because it gives your producer something concrete to sell. And your clients receive a unique and differentiated experience they won’t even know they wanted, until you show it to them. And then, they can’t live without it. (Like the iPhone.)
The opposite of being a Proactive Services Firm is being a reactive services firm.
If your agency is really good at building relationships, finding coverage gaps and filling them, marketing the account and finding a fair price to win the business, then once the account is booked, your producers and support staff react to your clients’ service needs in a timely matter, such as:
- Getting out certificates
- Returning phone calls
- Assisting with claims
If this is your firm, then you are a reactive services firm. No differentiation. Everybody else does the same thing, hence your agency is stagnated. Most average producers for ALL agencies do these bare bones minimum ‘reactive’ services. But the average producer NEEDS something unique to set him and his agency apart – above the fray.
The average producer has lower close rates, smaller accounts, less new business. And it’s not that having Proactive Services will solve all of their problems by any means.
But it IS the foundational “differentiating” factor that allows them to beat the incumbent. And, unless your producers DO something that clients don’t even know to ask for – but, after seeing it, can’t live without it … then your guys are just like the other guys and don’t deserve to get the business.
And, if you can help them build confidence around this concept, they can become Ninja-like sales people.
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