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How To Become An Average Agency

growth leadership plan Mar 27, 2019

THE ROAD TO THE MIDDLE IS PAVED WITH NO INTENTIONS

Did the title of this article grab your attention? I hope it made you think, “Average? Why would anyone want to be average?”

Before I answer that, let’s define average: It’s the best of the worst and the worst of the best; as close to the top as you are to the bottom. In other words, average isn’t exactly terrible.

One of the good news/bad news scenarios in our business is that the average agency and the average producer do pretty darn well. When compared to what 95% of working people earn, this is truly a great business.

Of course, not everyone has what it takes to be average. To know whether you make the grade, it’s important to (1) recognize the characteristics of the average agency and (2) be prepared to replicate the specific behaviors of the average producer. Here are some pointers for those who aspire to be truly average.

Don’t be proactive. The average agency has primarily...

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The Sales Iceberg

pipelines plan producers sales Sep 13, 2018

LOOK BELOW THE SURFACE TO SEE WHAT DRIVES YOUR SALES SUCCESS

We all know the tragic tale of the RMS Titanic, which sank in 1912 after it struck an iceberg south of the Grand Banks of Newfoundland. Of course, it was the mass beneath the surface that caused the lethal damage. That’s no surprise considering that only 10% of an iceberg’s mass is above the waterline, whereas 90% is below it.

In many ways, insurance/risk management is like an iceberg. Most people are familiar with only what’s above the waterline, which are product and price. Below the waterline are all the value-added services and risk factors that not only determine the product and price but also differentiate agencies and their producers from competitors.

Similarly, I see an analogy between icebergs and success in sales. The sale itself is what people notice because it’s above the waterline. It’s visible, which is why it’s so exciting! Conversely, few people consider the behaviors and...

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