1. Dare to Break the Mold. We tend to hit a sweet spot of what works for us in agency management and stay there, focusing on the “sexier” sales side of the business. It’s fine to keep what works, but always look to evolve your management processes for a competitive edge. — Mary Ann Cook, The Institutes.
2. Ask About Cyber. Develop a cyber security questionnaire or checklist that not only helps underwriting but also helps customers identify gaps.
3. Diversify and Cross-Sell. Many personal lines agents won’t write commercial lines and vice versa. You’re missing great opportunities for new business and increased retention. If you don’t diversify and cross-sell for your clients’ benefit, your competition may just do it for you … with your customers! — Juan Adame.
4. Use Technology. Utilize better your comparative raters, agency management systems or marketing automation to help your agency be more efficient with repeatable tasks. Track your lead sources. Know exactly where your leads come from. It will help you know which of your marketing dollars are working for you and which you are wasting. — Laird Rixford, ITC.
5. Constructive Tension. Adding “constructive tension” to the relationship can indicate the true interest of the prospect. Ask the prospect for something you’ll need later — early on. Continue this with every interaction setting a mutually agreeable “due date” for each of the next steps. A prospect who agrees to a timeline and delivers accordingly is engaged. Avoid “x-date blues” of working hard on an account only to find the prospect won’t take your call on the inception date. — Steve Pearson, ISU Insurance Agency Network.
Source: Insurance Journal
