FOLLOW THESE STEPS TO IDENTIFY, TARGET, AND WRITE YOUR BEST PROSPECTS
In organizing and presenting more than 100 producer training programs with more than 3,000 participants, I’ve recognized a highly predictable “producer’s improvement cycle.” Although I’ve mentioned...
“If speaking is silver, then listening is gold” Turkish Proverb
Perceptive listening is the key to great insurance production.
Have you ever had a sales appointment where you felt like a rock star on the big stage or an attorney delivering a spellbound closing statement? You rattled...
Top Leaders Adhere to Core Commitments
There are literally scores of strategies and behaviors that agencies can implement in their quest to achieve great results. However, I’ve found that the greatest results come from focusing on a few selected strategies. The opposite is also true: The...
The quality of your answers is determined by the quality of your questions.
While asking great questions to our team members, clients, and other influencers is critical, the most important questions we can ask are the ones that we ask ourselves.
As a leader, you have undoubtedly learned...
THE RULES OF THE GAME: ROGER’S TOP 10 FOR POWERING GROWTH, PROFITS, AND RETENTION
In a recent article, I discussed what I would do if I were an agency sales manager. It got a phenomenal response, prompting a huge number of questions and comments. Although producers weren’t so crazy...
“Your Best Clients are your Competitions Best Prospects”
It’s easy to take for granted the things we value the most. This is especially true with relationships, including the relationships we have with our best insurance clients.
In 1988, the long-haired, shrill sounding rock...
Over the years, I’ve asked thousands of independent agency owners and producers the same questions: What do you owe your clients? What value do you bring to them?
I’m amazed at how many people have never even considered these questions. Apparently they’ve never sat down as...
By Brent M. Kelly
One of the most vital aspects of insurance agency growth is simply knowing what it is you want and then having the focus, consistency, and persistence to go get it.
One of my favorite resources that we use with our Sitkins Network members is the 80/20 analysis.
I am guessing...
TAKE THESE STEPS AND WATCH YOUR AGENCY GROW
Are you an effective leader? Turn around and see if everyone—or anyone—is following you. If no one is there, you have your answer: You’re not an effective leader!
Not surprisingly, the best leaders in our CEO programs are the ones who...
One of the questions I often get when I work with insurance agency leaders is, “How do I best lead my team?”
Let me start by saying that unless your agency just started from scratch or you are a one-person operation, you have challenging people on your team. People with egos, people...
The term leadership is used every day in business, sports, and in our personal lives. It’s often discussed, but rarely understood.
Like many industries, the insurance industry has been influenced by both positive and negative leadership over the years. Today, with the rapid pace of new...
AND WHAT ARE YOU GOING TO DO ABOUT IT?
I’m sure you’re familiar with the opening line of Charles Dickens’ A Tale of Two Cities: “It was the best of times, it was the worst of times …” I believe this may apply to today’s independent insurance agencies as...
