We have equations that we’ve used over the years. Call 100 people, get 50 people to answer the phone, get 20 people to meet with you, ten will let you quote, and two will end up being your client. That’s insane. Work so much smarter than that. You have to know who your audience is. You have to know the motivating factors behind what drives them to give you the order, and then you have the leverage that every time you meet with them. We don’t need people to be in our organizations that only quote, “trying to earn business.” There’s no value in that at all.
Figure out a way to differentiate yourself. Create a unique process and approach and brand that, with its brand separate from your agency’s. Then go out and define your ideal prospects, put those people in your pipeline, and call on those people and nobody else. Those couple of steps will be one of the things that help you keep from practicing more than producing. If you fill your pipeline with the right people, if you remain relevant by staying in front of them, if you have a value proposition instead of a quoting machine, that is exactly what’s going to allow you to kill it in commercial insurance.
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