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Training & Coaching

The Future of Agency

All insurance agencies have client relationships that can be mapped on a spectrum somewhere between transactional and connection based. When a new agency starts, they tend to be in customer acquisition mode. As agencies mature though, they tend to move toward a more sustainable growth model that reduces churn and creates more repeat business, more referral business, and more a high margin business.

Connections Beat Transactions

Our core service is helping insurance agents better leverage the relationships they have with their clientele and we can break those relationships down into two categories, transactions, and connections. If you're serious about starting to pivot your company, just remember connections beat transactions every time.

Sustainable Growth vs. Customer Acquisition

So many insurance agencies are stuck in customer acquisition mode. It's a normal place to start out. It's a rough place to stay for the long term. I'm talking about spending all of your time prospecting to try to sell commodity products. It's much better to move toward a sustainable growth model where we're putting consistent effort into developing much deeper connections with our clients.

Don’t Panic, Pivot

You know, there's a lot of talk about the future impact of technology on insurance agencies already, big data, artificial intelligence, smartphones, and other devices have wreaked havoc in many other industries. Are they coming for the insurance industry? Yes, unquestionably. It's already happening, but is it time to panic? No, it's not. When it's time to panic, it will already be too late.

The Incredible Benefits of Pivoting

ou know it's true that technology does pose a real threat to the long-term success of many insurance agencies and we see agencies who are trying to pivot toward a more client friendly, more connected model really as a means of future-proofing their business. So let's review some of the benefits that your agency will accrue as you pivot toward building deeper connections with your clientele.

Pivoting Is Easy

You know, a lot of insurance agents look at their most successful peers and they think, ah, there's no way that I could drive that level of growth and success, but it's just not true. Anybody can do it, but it's a matter of whether or not you're willing to pivot to a sustainable growth model that's based on truly connecting with your clientele. A successful pivot will produce incredible long-term benefits and it's a lot easier than you think.

Stop Selling Like A Pro – Do This Instead

Too many insurance agents are partying like it's 1999. It's time to upgrade the way we sell. If you're still selling insurance the way that we sold insurance back in the eighties and nineties, you're selling into a world that had no technology, very low consumer power, and no millennials.

The Five Levels of Selling

There are five levels of selling and some of them require more skill than others. From the basic level of selling products to more advanced levels of selling extended relationships. Where does your agency rank? Try some of the higher levels and let us know how it goes.

Why is Getting Referrals Hard?

Getting high-quality referrals is easy, but if you're one of the almost everybody who thinks it's hard, here's the missing ingredient. I'm going to share with you a mental hack that will permanently change the way that you think about getting referrals, and as you get this right, everything else will fall into place.