Our Second Webinar in the series covered Producer Recruiting: Five Steps to Success.
With millions of American jobs lost in the last two years and no end in sight, many agencies nationwide are wondering why great sales people are not suddenly falling from the sky and into their laps. This webinar will concentrate on FIVE areas of focus an agency can use in 2012 to enhance their Producer Recruiting Program. Join this webinar to hear Jared Roy and Josh Morgan, MarshBerry Consultants, explain how you can implement a proven process for recruiting, training and developing successful insurance agency producers. If you’re an insurance agency owner, executive, or shareholder interested in Recruiting Successful producers this webinar has the answers.
In this 30-minute webinar we will reveal:
Key strategies to recruiting successful producers
Examples of how to take action now
Secrets of high performing agencies
Click Here to access a recording of this Webinar –> https://connectpro50281805.adobeconnect.com/_a1018337116/p4wkjrf73gp/?launcher=false&fcsContent=true&pbMode=normal
Along with my colleague Josh Morgan, I will be presenting the first in a series of educational web-based sessions geared toward helping Independent Insurance Agencies unlock the mysteries of how to increase their value.
Five Ways to Increase the Value of Your Independent Agency will be offered at three times during the week of February 27th.
Click here for more info:
This blog post is taken from the December 2011 issue of For The Record. The full article can be found here:
Growing organizations concentrate on what they can control year in and year out. Economics 101 says that if you need to reach your organic growth goal, the options are to increase price, add new products or sell more existing products. In the insurance world, the best option is to sell more existing products. The other two options are limited. While there are several strategies that could impact growth, the following are key components in building a sustainable growth model:
- Applying Negative Consequences
- Sophisticated Staff
- Sales Training for Producers
- Differentiated Client Offering
- Pipeline Accountability Systems
While executing on an organic strategy is the challenge, the first step is comparing your organization to each measurable metric. For example, do you enforce negative consequences for producers who do not hit their sales goals? Taking a step back, are those expectations communicated and defined to the producers? Before enforcing negative consequences, it is critical that producers know and understand their sales goals. If producers are not meeting their expected goals, find coachable moments in their shortfalls and enhance their sales techniques through training. Ask similar questions for each of the key drivers of organic growth. The results of growth cannot be changed until measured and benchmarked. With the new year approaching, now is the perfect time to regroup your sales team and implement a solid game plan for hitting your numbers throughout 2012. Whether measured monthly or quarterly, you can be certain that a fresh approach will motivate and inspire your sales people.
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To help me tell this story, I am looking to Capitan Hernando Cortes. In 1519, Cortes’ army left Cuba for Central America. Cortes was to conquer this new world and gain its treasures, no matter the cost. As the story goes, once Cortes landed in what is now Mexico, he ordered his crew to Burn the Ships. “Burn the Ships? How are we going to get home?” the crew asked. Cortes responded confidently “When we conquer the Aztec Empire, we will sail home in their boats.”
In burning the ships, Cortes and his crew had no choice – either succeed in conquering this new world and gain its riches, or die trying. Do you have this level of commitment to the succession of your agency? In a recent survey, MarshBerry asked, “How have the current economic conditions impacted your perpetuation plans?” Surprisingly, 78% indicated that the economic downturn had no impact on their perpetuation plans. Click below for the full article:
One of the most talked about topics when I meet with Agency Owners is Perpetuation. How do you plan for the succession of your family named business so that your legacy continues long after you’re gone (hopefully on a boat somewhere tropical)? One of our specialties here at MarshBerry is helping those going down this path to unlock the mysteries of this elusive target and get it right. So many see this as a far off event when, in fact, it is a process – a ten to fifteen YEAR process. You may not need to ‘Burn the Ships’, but in order to succeed you must Stay the Course.
For more information on how you can Network with other Agencies working toward similar goals, please visit peernetworks.marshberry.com