How the Best Insurance Brokers Keep Their Clients. Even When Their Top Producer Walks Away
Top producers are the lifeblood of any profitable business. We look for them, make concession for their style and imitate the best practices that we see working on our clients. However, the downside is that you are now a “student” of the producer instead of a business owner seeking to gain stronger market share through your branding and systems.
Top Producers can walk away with over 50% of your business clientele if systems are not in place to prevent such from happening.
Here are the top 3 ways to ensure that your Insurance Brokerage doesn’t find itself relying on “a few good men”, and thereby suffering when one of them departs to find their future somewhere else.
There are several ways by which you can “producer proof” your business, and change the culture from relying on a “few good men”, to placing systems and metrics in place that will give your staff both the tools it needs to be effective, while providing you with the transparency you need to measure and maintain the momentum and morale needed to solidify a pipeline of profitable business.
1. KPI Documentation: Every position in your company needs to have clearly defined roles that outline exactly what needs to be done, in what order, and what the results should look like in a specific time frame. This provides your employees with the solid written direction they need to feel certainty that their role is being performed according to what is required.
2. Internal Metrics Software: Having a customized software program that provides “the facts” at a glance will be invaluable not only in providing you with the information you need to monitor the quality of service your staff is providing, but also in providing the direction your staff will need to remain focused on the key factors that will contribute to the growth of your organization.
3. Leadership Training: Teaching your staff “how” to think, instead of simply what to think will create an entire culture of top producers. When you have a culture of top talent, the fear of losing clients to one Top Producer is greatly diminished. Instead, with an entire staff of professionals, the internal culture becomes stronger over time as they will begin to sharpen the skills of each other in order to maintain the metrics (#2) in alignment with the KPI documentation (#1) for their position.
At the Business Experts, we provide all of the above using a customized platform that will gather, analyze and review the most important aspects of your business while providing the data you need to make the best decisions in the shortest amount of time. Our complimentary evaluation will further provide you with the strategic direction you will need to create a culture of top producers and professionals that are focused on the growth of the company as a whole.
To begin, simply advise your email address and we will send you our simplified questionnaire to gain the necessary points of insight that we will utilize to provide you with unlimited value in our comprehensive strategic report.
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Upon receipt of your request, we will immediately provide a brief non-invasive confidential questionnaire so we may begin to supply your company with the best known strategies in the marketplace that will take your business from where you are, to where you want to be.
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