Management by Coaching By Kimberly Paterson, CEC THE BAD HABIT Coaching a superstar when their fatal flaw is getting in the way Ryan was a superstar. Six months into the job, his results were impressive. He was a fast learner, a self-starter and exceeding his quarterly goals with ease. He was the perfect combination of high productivity and low maintenance. The management team was feeling really good about bringing him
Management
TechKnowFile By Sheri Bruner and Jessica Nolan DIGITALIZING THE APPLICATION AND RENEWAL PROCESS Attention to detail (early and often) and a focused process can help boost adoption and positive results The biggest complaint from clients is about the sheer amount of information that’s being requested in conjunction with repetitive questions across multiple carrier applications. This process is frustrating and time consuming, and insurance agencies and brokerages are increasingly turning to
Winning Strategies By Roger Sitkins ARE YOU WINGING IT OR WINNING IT? When it comes to the relationship game, which approach does your agency take? Whether or not you realize it, you are in a competition every day, either as an agency or as an individual producer. You are competing to keep your best accounts and open new relationships with ideal clients. You’ll notice I said, “open new relationships,” not
LEADERSHIP ACHIEVING AGENCY GROWTH Combining vision and leadership to drive sustained organizational success By Doug Coombs Starting and growing a successful independent insurance agency—or any business, for that matter—takes hard work, discipline, and good business sense. It also takes leadership and vision—the ability to know who you are as an agency and what you want to become. Ultimately, it takes a commitment to share and continually reinforce that vision with
RISK CHAMPIONS Five tips for developing allies to support your clients’ risk objectives By Michael Wayne Not everything is insurable. Of course, not everyone understands that, and in times of great distress there is always a rush to hold someone responsible. Typically, this results in time- and money-consuming finger pointing. To lessen the aftershocks of insurable events and those more akin to COVID-19, continuity plans have to be put in
