Insights

A successful Annual Client Review Program must have the following elements:
-Build connections
-Create consistency
-Foster Collaboration
The annual client review is not a sales meeting. However, when done properly you are positioned to provide product solutions at your next meeting(s) based on your clients personalized needs.
#AnnualClientReview...

Leaders with a profit center mindset believe every team member contributes to the success of the business. This mindset influences whom they select to be on their team and how they develop them to be profit centers.
#PracticeManagement #AgencyOwners #DistrictManagers #FieldLeaders #CorporateLeadership

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Maximize the sales process in your practice.
A strong process includes impactful and meaningful client meetings. Have meetings that last no more than 30 minutes or perhaps 45 minutes if clients have questions. This requires that you have a strong meeting prep and post process.
Include client meeting strategies in your upcoming business planning.
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Current agent economics require a new business model for an Agency/Firm to be profitable.
We are in a marathon and not a sprint. A transaction with the client is just one component of a much larger relationship and ongoing interaction.
The model requires:
-Service from day one
-Advice that is ongoing
-Product solutions that are tailored to each...

An extremely large segment of clients still want to meet with an insurance and financial services professional in person. Don’t default to phone, text, and virtual. These are very valuable tools to engage the client throughout the year. However, give it your all to meet at least once a year face-to-face.
In person meetings are more...

Making clients the center of attention is the key to success for insurance carriers and financial service companies. 

Finseca Focus Magazine 2nd Quarter 2023

We must generate revenue for our businesses to survive, but that is not our purpose. Our purpose is providing solutions to help our clients protect what is most important to...

It is not the product that is the most important… It is the person!
If you just focus on quoting to win customers, you will will win. It is a numbers game.
But if that’s all you do, you are only focusing on one segment of the customer.
As a small business we must look at the big picture. Long-term retention and additional products have...

Agency economics have drastically changed over the last 5 years. It has now hit an inflection point.
If you are not on top of your economics for your small business, you are in trouble.

If you align your business properly and get out in front of the change….
There are profits to be made!

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When evaluating your business you must evaluate yourself as well. We need to evaluate your skills as an Executive, a leader, a motivator and as an administrator.
As human beings we each have strengths and weaknesses. The trick is to capitalize on our strengths and improve, to the best of our ability, areas in which we do not shine. As Executives...

A big part of unrivaled service is knowing our clients, what they need, and what is important to them and their families and businesses. Some people are less concerned with accumulating assets than they are about protecting what they have. Others are looking to save for their kids’ college education. Still others want to buy the...