What is the number one job of the offensive coordinator for any football team?
To score points.
Yes, an offensive coordinator has other responsibilities, which I will discuss, but at the end of the day, the success of the offensive coordinator is based on putting points on the board.
Every successful football team has a named and effective offensive coordinator.
What about your insurance agency?
Who is the person responsible for putting “points on the scoreboard?” In other words, who is driving your agency’s revenue?
I am often astonished that agency leaders are surprised that their producers are struggling when they receive no mentorship, coaching, and accountability.
Can you imagine a football team going out on the field with no preparation, no game plan, and no consequences for their performance?
It sounds insane and the reality is that a team with no offensive coordinator is likely to lose the majority, if not all, of their games.
So, who is in charge of...
Several years ago, I heard a quote that challenged me. Looking back, I now realized that it also has changed me.
As a commercial lines producer for 15 years, I attended a variety of sales and product trainings classes from insurance carriers and associations. Most of them were very informative and did help my business, but I would often find myself falling back into bad habits.
Yes, I gained product knowledge and a new sales idea or two, but I wasn’t gaining momentum. That’s because most of my training focused solely on the technical side of the business.
- Technical sales training is important.
- Technical sales training has value.
- Technical sales training can help you sell more.
Unfortunately, technical sales training completely misses the emotional aspect of why people buy.
So why is it that most companies offer solid technical sales training, but completely miss...
Studies have shown that effective leadership and influence, whether it’s with your team, your clients, or your company partners is 87% people knowledge and only 13% product knowledge.
Reflect on that statistic for a minute, almost 90% of our ultimate success is not determined by what we know, but how we can relate what we know with the people we want to influence.
What does this mean? Well, I believe it means several things, but ultimately it begs the question, are we developing producers who can effectively communicate, and more importantly connect, with their clients and future clients?
Even in today’s world of digital disruption and insure tech, building high-level relationships will ultimately determine your success.
Let me state right up front, this doesn’t minimize understanding the technical side of the insurance business. Every producer needs to be fully equipped to understand insurance terms, definitions, exclusions,...
Ask most insurance producers how their day was and it’s likely that you will receive an answer that revolves around the words, “I was really busy.”
In most cases, that is true. Insurance producers are often very busy. The problem is that they are often busy with activities that do not directly correlate into results.
One of my favorite personal development books is “The 7 Habits of Highly Effective People” by the late Steven Covey. This book outlines the 7 key habits that separate successful people from all the rest.
Over the past many years, both as an active producer and consultant, I have found that high achieving producers focus their time and energy in 8 key areas. In this post, I want to discuss these 8 key habits to help all insurance producers move from “too busy” to productive.
I can recall many days as an insurance producer when I would leave the office feeling like I had accomplished a great deal. I would come...
By Brent Kelly
A recent article found that over 50% of people looking to obtain auto insurance quotes now go online to shop. This trend will probably continue as insurance buyers are looking for convenience and competitive pricing. Large companies like Geico, Progressive, and Allstate are spending millions of advertising dollars to get these customers.
Quite the contrary in my opinion. I think this presents one of the greatest opportunities independent agents have had in a long time. What do I mean? Let me back up and point out a couple of things relating to that article first.
1) The article stated that 54% of consumers turn to the internet for a quote, but most still purchase through an agent or call center.
2) Customers still highly value customer service and typically will still only move to a new company...
By Brent Kelly
I found a clip on YouTube recently, and it absolutely blew me away. Not even 20 years ago, some of the “smartest people” on television didn’t know anything about the internet. I am not making fun of them, because in 1994, none of us really did.
In 1994, a new technology was surfacing that most of had no clue about. Today, we use the internet for just about everything and businesses would be crippled without it.
What’s my point?
The point is that new technologies are being developed right now that will completely change how we do business in 20 years. We don’t know exactly what they will be, but I guarantee you the face of business will change again in 20 years.
How do I know? Think about the changes made from 1934 to 1954 to 1974 to 1994. Does the automobile or television come to mind?
By Brent Kelly
I rarely frequent fast food restaurants, but on one particular Saturday morning, I took my kids for breakfast at a local McDonalds. Besides their awesome and underrated coffee, I found something even better.
There was an employee I noticed who was in charge of sweeping the floor, cleaning up trays, and other typical unappreciated jobs. I would assume he makes minimum wage and gets little to no benefits. However, you would never know that by watching him.
In twenty minutes, he struck up countless conversations, engaged the customers, and put smiles on their faces. It was awesome. As I sat there listening to him talk to other customers, I couldn’t help but think; How come most salespeople don’t do this?
No, he wasn’t selling anything. He wasn’t making a commission. He just genuinely cared about the people in the restaurant. It wasn’t fake, rehearsed, or manipulative. It was simply from the heart.
I learned more in 20 minutes watching...
By Brent Kelly
“Security is mostly a superstition. Life is either a daring adventure or nothing.” — Helen Keller
Risk is defined as “exposure to danger.”
Danger surrounds insurance producers everyday. It could be in the form of a manager, company, prospect, client, product, or service. That list could go on and on, but the key point is that risk is clear everywhere you turn.
I believe you could categorize sales risks into three areas:
These three risks highlight that even though the sales profession is the highest paid industry in the world, only a small percentage of the population enters this line of work. Furthermore, this is why even a smaller percentage of sales producers survive.
I have dealt with these three risks consistently in my own sales career. Although the context of these three risks...
By Brent Kelly
How others perceive you is in direct correlation to how you view and carry yourself.
You must project your self-image in a way that breeds confidence in others.
Have you ever met someone who looks sloppy, give a wimpy handshake, or can’t look you in the eye? They portray little to no confidence in themselves and therefore portray minimal confidence in the product or service they represent.
I am sure you have heard the phrase, “You never get a second chance to make a first impression.” Although that made a great Head and Shoulders commercial, it is also true.
Whether fair or not, people make quick judgments and those judgments are difficult to alter.
How you think about yourself translates directly into how you act and...
By Brent Kelly
One of my all-time favorite business books, is Simon Sinek’s, “Start with Why,”
His TED talk on this exact subject called “The Golden Circle,” is something that every business professional should watch. In fact, I’ll make it easy for you. Click here to watch now.
The simplicity of “The Golden Circle,” makes it easy to understand. However, when I challenge insurance agents and agencies to apply this philosophy to their own business, they often get stuck.
Simple doesn’t equal easy!
Every insurance agency knows what they do. Most insurance agencies can clearly explain how they do it. Very few insurance agencies know why they do it.
Why has nothing to do with revenues or profit. Why is about your purpose, mission, cause, or belief.
As Simon Sinek so eloquently states, “Why do you get out of bed each morning, and why should anyone care?”
Sign up to get up-to-date insights, tips and knowledge from our agency consultants. With blogs, podcasts and other valuable training tools, the Sitkins Group coaches provide agency owners and producers the clear path to success.