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Changes you need to
make
to grow your
insurance agency
As we interview agencies for admission
to our network, we assess their current
situation in 7 areas key to success, the
“s...
Sales
Marketing
Team
Solutions
Operations
Culture
Vision
Key
A clear weakness
Holding you back
A clear strength
After each...
Typical Agency
 We have no formal sales
process
 There is no cohesiveness
among our sales force
 Our pipelines are mostly emp
 We pro...
Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision
 No strategy or defined message
 Target audience is reasonably well defined by
demographics but not values
 Communicati...
Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision
 Service team stays in
office
 Reasonable role clarity
 Little to no accountability
 Moderate team
cohesiveness
 Good...
Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision
We have a robust offering of solutions, but the
utilization of those solutions by our clients is
almost non-existent
How e...
Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision
When it comes
to
PROCESSES
&
PROCEDURE
S
 We are consistent in our
execution, but have not
formally documented our
proces...
Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision
 Due to failed past initiatives, we are reluctant to
change
 We are proud of our service culture, but it
sometimes hurts...
Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision
 The owner has both a very
clear Vision in his/her mind as
well as a strong sense of
WHY (purpose). However,
there is onl...
Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision
We’re guessing your situation is pretty similar
to the typical agency.
This is a time of unprecedented change for
insuranc...
Changes you need to make to grow your insurance agency
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Changes you need to make to grow your insurance agency

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Insurance and benefits agencies need to make changes to become sales organizations. Here are the changes you need to make to attract and retain employees and clients.

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Changes you need to make to grow your insurance agency

  1. 1. Changes you need to make to grow your insurance agency
  2. 2. As we interview agencies for admission to our network, we assess their current situation in 7 areas key to success, the “safety net” if you will. The following slides are a summary of what we see in a typical agency. How safe are you in each area?
  3. 3. Sales Marketing Team Solutions Operations Culture Vision Key A clear weakness Holding you back A clear strength After each section, see how this wheel shows a collective picture of the agency safety net based on the Key below.
  4. 4. Typical Agency
  5. 5.  We have no formal sales process  There is no cohesiveness among our sales force  Our pipelines are mostly emp  We provide no stewardship reports When we ask about SALES, we most often hear
  6. 6. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
  7. 7.  No strategy or defined message  Target audience is reasonably well defined by demographics but not values  Communication effort is inconsistent at best  Agency brand tends to look like every other agency What we learn about your Marketing efforts
  8. 8. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
  9. 9.  Service team stays in office  Reasonable role clarity  Little to no accountability  Moderate team cohesiveness  Good tactical, but not strategic, leadership In terms of TEAM development
  10. 10. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
  11. 11. We have a robust offering of solutions, but the utilization of those solutions by our clients is almost non-existent How effective are you at putting the right SOLUTIONS in place for your clients?
  12. 12. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
  13. 13. When it comes to PROCESSES & PROCEDURE S  We are consistent in our execution, but have not formally documented our processes and procedures. However, the team is reasonably disciplined in how they operate.
  14. 14. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
  15. 15.  Due to failed past initiatives, we are reluctant to change  We are proud of our service culture, but it sometimes hurts our sales focus  It’s a good thing we have a good team because we are not effective at performance management  We do not have personal growth plans in place for our team The BEHAVIORS & CULTURE in our agency
  16. 16. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
  17. 17.  The owner has both a very clear Vision in his/her mind as well as a strong sense of WHY (purpose). However, there is only moderate understanding of either by the rest of the team  No plan has been created to make the Vision a reality or to execute on the WHY. The VISION of our future
  18. 18. Key A clear weakness Holding you back A clear strength Sales Marketing Team Solutions Operations Culture Vision
  19. 19. We’re guessing your situation is pretty similar to the typical agency. This is a time of unprecedented change for insurance agencies. Having a strong “safety net” under you is critical to finding the confidence to embrace change. Visit us at www.Q4intel.com to learn how we can strengthen YOUR safety net.

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