A successful inside sales team: building your agency’s future – Part 3
Defining success and performance indicators Clearly defining success and implementing performance indicators is a step in the process of building a successful inside sales team that is too often...
View ArticleA successful inside sales team: building your agency’s future – Part 4
Defining accountability Being accountable as a manager will in turn lead to increased accountability from your producers. But what is the best way to go about this? By breaking this down into steps, it...
View ArticleA successful inside sales team: building your agency’s future – Part 5
Continued motivation There are many ways to try and motivate your inside sales team, but finding a way to continue to motivate them over the long term is much greater of a task. “Working in inside...
View ArticleTrokey’s Take: Managing employee performance
Are supervisors preventing your employees from making meaningful contributions to your business? Now, more than ever before, it is critical to get every bit of value from every investment made into...
View ArticleWinning Strategies: The sales manager’s options
By Roger Sitkins “You’re on the way to where you’re going!” is one of my all-time favorite sayings, and I really believe it sums up the end result for so many independent insurance agencies. But when...
View ArticleSelling success starts in the classroom
If you could increase your producer’s selling confidence, boost sales and create a little healthy competition in the workplace, why wouldn’t you? Mock demos are a great way to achieve this – before you...
View ArticleReady, set, mocks
Now that we know why mock demonstrations are so crucial to your producers’ success, it’s time to really put them into action at your agency. Here’s how. The implementation process of mocks continues to...
View ArticleWinning Strategies: Rapid producer validation
By Roger Sitkins A question I’m constantly asked is: How long does it take for a new producer to validate? The industry standard historically has been about 36 months. Although every agency has its own...
View ArticleWinning Strategies: How the best of the best achieve success
By Roger Sitkins If it’s true that an agency’s value is the largest personal asset of most agency owners (and it probably is), it would be prudent to aggressively manage it just like any other...
View ArticleWinning Strategies: To coach or not to coach? That is the question
By Roger Sitkins There is no doubt that the best agencies—the ones getting the best results—have one or more great coaches among their ranks. A prime example of this is the recent Super Bowl, when both...
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The ultimate broker weekly sales meeting
While at an insurance agency, we are not flying multi-million dollar jets and lives are not at stake, a lot can still be learned from the Navy’s elite Blue Angels flying group—and it all starts with...
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Winning Strategies: What’s your growth plan and budget?
By Roger Sitkins There’s no doubt in my mind that every agency owner wants his or her business to grow. Also, with the exception of a few Retired-In-Place producers, I think most producers also want to...
View ArticleTrokey’s Take: You’re So Vain, You Probably Think This Post Is About You
I am so fortunate to be doing what I am doing, for SO many reasons. But one of the coolest reasons is that, given the role I fill with our member agencies, I get to see salespeople at their most...
View ArticleWinning Strategies: What’s it all about – Winning or making money?
By Roger Sitkins When we started out as producers in this great business, most of us were told, “You can make as much money as you want to make!” and everyone would get really excited about it. Along...
View ArticleA successful inside sales team for growth and retention
Building an inside sales team is a huge undertaking and can be very costly if your producers aren’t successful. Whether or not you‟re looking to implement your agency’s first inside sales team, or are...
View ArticleWinning Strategies: Evaluating your agency’s culture – Sales vs. service
Celebrate new business, loud and clear! By Roger Sitkins Rapid-growth agencies truly have a sales culture, whereas slow- and no-growth agencies have a service culture. Sales organizations talk about...
View ArticleWinning Strategies: Producer Mistakes are Costly and Avoidable
Duck these “don’ts” and get out of “stall mode” By Roger Sitkins You’ve probably heard that history has a way of repeating itself. This is certainly true within the ranks of independent agency...
View ArticleTrokey’s Take: We don’t suck as bad as we think we do
I recently dropped my daughter off for her freshman year at the University of Arkansas. The five-hour drive down allowed the opportunity for some daughter/daddy talk time. The conversation wandered a...
View ArticleImplementing mock demonstrations
In the agency world, you can’t assume that your new producers have previous selling experience. And based on the time it takes new producers to become profitable, it’s vital that your agency invests in...
View ArticleWinning Strategies: Are You At Your Best?
Recognizing areas that can be improved By Roger Sitkins If you’ve been following me at all, you probably know that I believe everything is about results. And in my organization, our overriding theme...
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