Winning Strategies Follow these steps to identify, target, and write your best prospects In organizing and presenting more than 100 producer training programs with more than 3,000 participants, I’ve recognized a highly predictable “producer’s improvement cycle.” Although I’ve mentioned this topic in previous articles, I believe it merits deeper discussion. To summarize: The cycle starts with an improvement in the conversion rate and then the closing ratio, followed by revenue
Marketing
Blasted Myths With competition from carriers and AI, embracing technology can help your agency thrive It seems that every couple of weeks we insurance agents hear about a new threat—whether it’s a multi-billion-dollar company like Walmart or Amazon spreading their tentacles into the industry or a well-funded startup touting artificial intelligence (AI), chatbots, and algorithms that streamline sales and claims handling. Not to mention the carriers themselves, investing in new
Winning Strategies Six core commitments to provide clarity and focus for your team There are literally scores of strategies and behaviors that agencies can implement in their quest to achieve great results. However, I’ve found that the greatest results come from focusing on a few selected strategies. The opposite is also true: The more things you chase, the fewer things you catch! With the digital disruption and ongoing commoditization in
Beyond Insurance Discover your why to gain enhanced clarity, purpose, and passion A few months ago, I was introduced to Simon Sinek and his book Start with Why. Sinek, author, motivational speaker, and marketing consultant, has made the foundation of his work the examination of “WHY”—the exploration of who we are and what inspires us to act. By first asking WHY, there is compelling evidence of how much more we
Blasted Myths Convert your curious prospects into serious leads by establishing positive social proof In order for an insurance agent to win new business, two things need to happen. First, a fitting prospect must discover the agency or be introduced to it. After that, the prospect needs to trust the agent enough to do business with him or her. This considered, it’s easy to see why insurance agents have traditionally
