A business is a promise to consumers that your company will deliver certain products and services in a professional, knowledgeable, and efficient manner.

A business without a business plan is a business that is making promises that it has spent very little time preparing to keep

An insurance agency that doesn’t live up to that promise not only fails as a business but it endangers the quality of life of every customer that depends on the guidance and expertise of the insurance agent that sold them the policy.

Preview the e-book on our website –www.inspireanation.orgor on Amazon http://amzn.com/B01DIE5TBO

E-Book Release Promotion – Free download on Tuesday March 29thand Wednesday March 30th. The book is no longer free after March 30th.http://amzn.com/B01DIE5TBO

 

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Posted by: Billy R. Williams Ph.D. | March 1, 2016

E-Book – How to Build a $10 Million Insurance Agency in 5 Years or Less

Source: http://www.icontact-archive.com/R2hDFdKoOrI7_KW1Iyy9AVqF8DbsuIvt?w=4#fblike

Posted by: Billy R. Williams Ph.D. | September 30, 2015

How to build a $10 Million Insurance Agency in 5 Years

The latest e-book from Dr. Billy R. Williams

The latest e-book from Dr. Billy R. Williams

“How to Build a $10 Million Dollar Insurance Agency in 5 Years (Or double what your agency is currently producing)” E-Book

http://inspireanation.org/10millioninsuranceagency

Our president and writer of the “How to Build a $10 million Insurance Agency” manual, Billy R. Williams, PhD., is an investor in various types of insurance agencies.

In addition, he works with many of the top captive and independent insurance agents throughout the United States.

This insider access gives him and his team the ability to implement, monitor, and track which conversations, processes, and tools are working and which ones are a waste of time, money, and effort. This manual is a culmination of the years of implementation, tracking of results, and successful agency growth.

Properly implemented, the information inside of this manual can teach you how to easily double or triple the current production of your agency while keeping your marketing budget low.

This is the manual that the “Insurance Gurus” order and use as the reference tool for most of their coaching programs!

http://inspireanation.org/10millioninsuranceagency

I couldn’t pack everything that is in our video and document library into this instruction manual, but I tried to pack as much as I could before my publishers said “enough is enough”

Dr. Billy R. Williams

Posted by: Billy R. Williams Ph.D. | August 15, 2015

Auto insurance disruption is coming! Are you prepared?

Auto insurance disruption! Are you prepared?

By Dr. Billy R. Williams; President – Inspire a Nation Business Mentoring (www.inspireanation.org)

The insurance marketplace will not look the same 5 years from as it does today.

New products such as Uber and driverless cars, as well as more technology-based companies and agencies entering the insurance marketplace will force existing agents and agencies to change the way they do business; Are you prepared?

While the focus of this blog post is specifically on auto insurance, all aspects of the insurance industry will be impacted. You can’t have automation and technology influence one part of the industry without it eventually influencing all of the industry.

Industry analyst predict there will be fewer initial live interactions between insurance agents and prospects, with 70% or more of the auto policies being sold in 2020 utilizing web based quote engines to quote and bind policies.

The carriers that you represent know it, that’s why they are diversifying their insurance portfolios with web based auto products and tools. They understand that they have to work smarter and not harder in order to prepare for the upcoming disruptions in the insurance industry marketplace.

As an agency mentor I constantly hear agents complain about what the carriers are doing and how it is impacting their business, but I don’t see those same agents doing very much to prepare for the new marketplace.

Ok Dr. Billy R. Williams if you are so smart why don’t you tell us what we need to do to prepare?

Well folks I have never claimed to be smart, but because of the volume of insurance companies, agents, and agencies I work with on a daily basis, I definitely have a helicopter view of the industry. Here are my suggestions:

  1. Have a good website that has the main site elements on the front page of a mobile optimized website. Don’t force people to have to click on a bunch of tabs to locate information
  • It needs to have a built in rater or at a minimum a quote form that will send back an immediate response
  • Testimonials should be prominently displayed on the front page of the site
  • One or two YouTube videos should be on the front (YouTube is the world’s 2nd biggest search engine right behind Google)
  • The wording that explains your agency should be short, to the point, and have small pictures or Gifs to grab attention. You only have a few seconds to grab the attention of a mobile user so your site should look interactive

2.  Make sure you have a good online presence that shows your expertise.

  • What you say to one prospect or customer, you should be able to say to 1000 people online by using blogs, press releases, social networking, and forums. Remember you are competing with internet based tools and competitors, just like they find your competition online, prospects should be able to find your business online.
  • Register with as many local and national online directories as possible such as yellowpages.com, manta.com, and citysearch.com. Use a special email address such as subscriptions@Gmail.com because you’re going to receive a lot of email from the various directories once you register, however the online presence and influence of the directories is worth it.

3.  Build your referral networks

  • While search engines and directories are the front line in your battle for your online presence, you still need people driving other people to your business, to your site, to your social networking profiles, and to your blog post. Social networking tools have made it easier to build online referral networks as well as offline referral networks. You should connect with the minimum of two possible referral partners online each week.
  • Don’t just rely on social networks to connect with local businesses, get out of your chair and actually go out and knock on a few doors, and hand out a few brochures, just make sure your brochures have your online tools prominently displayed.

4.  Beef up your automation and technology

  • Tools such as automated email responses, online raters, database and agency management systems, and lead management tools must be an important part of your agency tool bag. Customers and prospects want it fast, easy, and accurate. If you are the kind of agency that it takes two days for me to get an accurate auto quote from you, you’re probably not going to get my business.
  • Technology such as text messaging, online chat tools, and mobile apps have to become an important part of your agency. This is how your customers and prospects are communicating, and how they want to communicate with you.

On the surface the recommendations that I just made could seem overwhelming, but if you implement a few small steps weekly, before you know it you’ll be a much better place than you were before you read this article.

Who are we? We are Inspire a Nation Business Mentoring www.inspireanation.org

We provide strategic mentoring on all areas of running an insurance agency including: 

  • Marketing – on-line and off-line
  • Sales and Service
  • Retention,
  • Technology/Automation,
  • Staffing – prospecting for staff, interviewing, on-boarding, compensation, staff development and training,
  • Tracking Tools and Procedures
  • Leadership Development

Take a quick peek at our membership programs and pricing

Posted by: Billy R. Williams Ph.D. | July 1, 2015

Tips to help you overcome self-doubt, fear of failure, and rejection

By Billy R. Williams, PhD., President – Inspire a Nation Business Mentoring www.inspireanation.org

We are going to take a different path today. Instead of looking at processes, scripts, or technology, I am going to discuss some psychological and emotional issues that cause many businesses to fail or at the very least, not be as successful as they should be. These issues are self-doubt, fear of failure, and fear of rejection.

[Grab a seat in our upcoming “free”, no sales pitch, business mentoring teleconference series]

The word rejection stems from the Latin word rejectio, meaning throwing back. Isn’t that the perfect way to look at the act of rejection? Someone is simply tossing the ball back in your court to take the next steps. The ball could be an objection that you have to overcome, or a broken promise. The next step could be handling the objection, or moving on to the next prospect. I was always taught that NO was an abbreviated form of Not Right Now, so I have no problem with you telling me no at least once a year. I haven’t always had that level of self-confidence; it was learned over time and experience.

Unfortunately, many business leaders don’t see it that way. They see every failure or situation that didn’t go the way they expected as proof that they are losers in their chosen business field.

They see every prospect that does not answer the phone or return their call as a personal rejection, and worse yet, they see other people’s perceived success as more fuel to throw on their burning pile of self-doubt.

I often get credit for being a great business mentor, but I believe that I see my greatest success when I help others to see themselves and their business in the same way that I suspect God looks at us as children. We are born innocent and ignorant, just like most business ideas. We see people around us walking and talking and we too want to experience these awesome things, just as we see successful business ventures happening around us. We sit there in our wet diapers planning and scheming how we are going to take our first steps until finally we decide to take our shot. In this analogy a wet diaper could be a lack of money or knowledge.

Of course the first time we try to get up we fall on our butt. We didn’t know it, but our parents did, which is why they usually try to coerce us into taking our first steps while they are holding our little fingers in their big hands.

Who are you reaching out to that helps you in business? Who is holding your hand in business?

[Grab a seat in our upcoming “free”, no sales pitch, business mentoring teleconference series]

We learn what to do and how to do it from the people we trust to teach and protect us. The safer and more protected we feel, the more challenges and risks we take on, until we fall on our butts. We cry for a little while, and then when we see our parents (or feel the presence of our God) so we feel safe again and we get up and try it again, but this time being a little wiser we might try it differently because of our experience.

Life and business will always throw things back at you, and often they will knock you on your butt. The real question you have to answer is what do you do when you have another chance to get it right? Do you focus on how you got it wrong the first time and you don’t try it again, or like that baby I discussed earlier, do you cry for a little while and then get off your butt and give it another shot? Imagine if we all stopped trying to learn how to walk because we fell on our butt?

How do you know if you have self-doubt and a fear of failure and rejection?

Note: The following 5 statements come directly from Marla Tabaka of Inc. Magazine (One of my personal mentors)

  • You make excuses. When opportunity comes knocking, you are too busy, claim that it’s bad timing, or dismiss it as not a big deal.
  • You hide your true self. You feel safer if you take on a phony persona so that the real you isn’t rejected. It’s as though you’re living behind a mask.
  • You complain. You feel so frustrated with yourself that you blame others, complain about your circumstances, and feel negative emotions toward others because it seems easier than assuming responsibility for your lack of assertiveness.
  • You’re a people pleaser. The fear of confrontation or, worse, losing someone is so disconcerting that you place the needs and desires of others ahead of your own. You have a difficult time saying no, even if it’s not in your best interest.
  • You don’t seek opportunity. You may have great ideas and many opportunities to connect to the right people, but you put it off until tomorrow. Of course, tomorrow rarely comes.

OK, back to Billy’s words

Here are some tips that will help you overcome self-doubt and a fear of failure and rejection:

  1. Watch what you say to yourself.

Some psychologists say as much as 90 percent of self-talk is negative. Pay attention to the words you say to yourself. Do you criticize yourself? Do you have a negative outlook on the future? Do you value yourself today based on your past? Do you let emotions guide most of your decision making?

(Remember emotions are current feelings that are usually based on your history)Your history is a combination of your passions, hopes, dreams, failures, successes, and insecurities. If you aren’t saying positive things about yourself, surround yourself with people that will. A good mentor, while being honest, will try to address issues in as positive of a manner as possible.

2. Don’t let your history control your future.

Do you know when your psychological challenges began? Often you can trace your feelings back to certain life events and people. Did you have a parent that constantly berated you? Did you have a spouse that tried to control you through negative words? Did you struggle in school so you felt dumb compared to the other kids? Did you try a business venture that failed? Whatever the cause or causes, those things were in the past. You have to commit starting today to base your viewpoint of yourself on a “What did I accomplish today?” plan.  This means if you are struggling with a bad attitude, do your best to have a good attitude today.(Remember your attitude is usually a reflection of what you think about your future, and your future is looking better just because you decided to make it better!)

[Grab a seat in our upcoming “free”, no sales pitch, business mentoring teleconference series]

 

3.  Designate a specific time to get one important thing accomplished

If you don’t make the time to be successful, all of your time will be spent fighting off poverty.

I have said these words a thousand times to almost anyone that would listen, and yet they never get old or outdated. Just like learning to walk, learning to be successful in business requires you to take baby steps, and just like a baby, you will probably have to hold onto to someone or something before you can do it on your own. Even that baby had to decide on a time to take the first step. A good mentor will help you select which baby steps and times are best for you. As you get one thing accomplished, you will find that you have more confidence to try the next thing on the list.

4.  Surround yourself with people that will help keep you positive and focused

People such as mentors, role models, spouses that support your vision, and friends that are positive influences should consume the majority of your time that is not spent enjoying your family and your God. Make sure the people closest to you are energy makers, not energy takers.

5.  Get your resources in order

Luck is when opportunity meets preparation plus time management. Bad luck is when opportunity meets a lack of preparation plus bad time management.

Preparation includes resources such as educating yourself about your business and your chosen field, controlling your credit and your debt so that money is available if a good opportunity comes along, aligning yourself with good mentors and role models, creating business associations that can benefit you today as well as in the future, creating and protecting your business reputation by giving exceptional customer service, and most importantly aligning yourself spiritually with a group of like-minded individuals that look at the positive aspects of who we are, and espouse good values.

I am a Christian and while I would love for everyone to be a Christian, I do understand that people of every religious background and culture subscribe to my blogs and podcast, so regardless of what you choose to call God, honor your God in business just as you would in everyday life. That doesn’t mean you will be perfect, but when you get knocked on your butt spiritually just as you do professionally, grab a hold of something such as the bible, or someone such as a church leader or member, and pick yourself up.

I hope these words of inspiration and encouragement have added value to your day!

[Grab a seat in our upcoming “free”, no sales pitch, business mentoring teleconference series]

Billy R. Williams, PhD

President – Inspire a Nation Business Mentoring

Posted by: Billy R. Williams Ph.D. | June 14, 2015

P & C Insurance Agency Marketing Plan in Under 3 Minutes!

https://youtu.be/FJUx-N6oX_M

Now Property and Casualty Insurance Agents can create a free, individualized, marketing plan for their insurance agency in under 3 minutes.

Stop burning through marketing money like it’s your job to do it!

Check it out at http://www.inspireanation.org

Posted by: Billy R. Williams Ph.D. | March 23, 2015

Really? Nothing works for your agency or business?

Million Dollar Goals on Minimum Wage Discipline

 

As an agency mentor I talk to hundreds of agents every year. Some are doing very well, some are doing okay, and some are doing poorly.

 

The one constant that I hear from poorly producing agents is that “Nothing works in my agency and my staff is terrible.” Not one thing–not referrals, not mailing, not emailing, not internet leads, not telemarketing, not online search results–nothing works!

 

Though I share, mentor, and train them on the exact processes, tools, workflow steps, and conversations that are working for the top producing agents and agencies around the country, they believe (We all know your perception becomes your reality!) that nothing will work in their agency.

 

I think the thing that really gets to me the most is how far this type of agent will go to maintain the status quo. They will:

 

  • Lie to me even though they pay my company to help them

 

  • Withhold information from their staff that can help the agency because they feel if the staff finds out what the agent is not doing right, it will show how weak of a leader they are, and it will be embarrassing. Better to be a failure than embarrassed, right?

 

  • Make an excuse for every failure that occurs in the agency: they are jinxed, the hiring pool in the area sucks, the carrier’s reps don’t like them, their customers don’t use email, and the agents down the street lie to their prospects to get their business. This type of agent has suit cases packed with nothing but excuses.

 

  • Blame staff for not producing even though they have never given them the training or resources to be successful

 

While I could go on and on with the list, I want to go in a different direction. I want to identify a few of the symptoms of weak leadership that causes this type of agency environment to begin with, and some corrective actions you can take if you see some of your characteristics on this list:

 

Problem: Personal issues and distractions outside of the agency.

There are some people who enjoy leading a drama-filled life and they find a way to create drama wherever they go. Often they take on other people’s issues and use that as an excuse for abandoning their own insurance business. Sometimes they have a side business that is failing for the exact same reasons that their insurance business is failing: weak leadership!

 

Corrective Action:

Allow someone in the agency (or outside of the agency if you don’t have staff) to be able to make decisions when you are not around to make them. We all know that “pride comes before the fall,” but pride doesn’t have to be the reason you fall. I.A.N. Members: This is why it is important that you allow staff to have access to the video and document library. We can only mentor and train them on what to do if you allow them to access our materials.

 

 

Problem: Lack of discipline 

Let’s be honest with ourselves. Lack of discipline is generally the root of most of our personal and professional problems.

 

Corrective Actions:

  1. Allow someone that you trust to hold you accountable. For I.A.N. members: make sure you schedule and attend your monthly mentoring session with one of our team members.

 

  1. Outsource tasks that you don’t have the discipline to do on your own. There are only two kinds of discipline: self-discipline and accountability. Paying someone you don’t control to perform a task is one of the best accountability techniques. I.A.N. Members: In the mentoring sessions we will give you the tasks to outsource based on what we know about your personality and agency resources.

 

 

Problem: The agent makes excuses for poorly performing staff members

We all know that misery loves company, and often that is exactly what I see in poorly performing agencies: an office filled with miserable people. The staff is miserable because they have a weak leader who doesn’t give them any direction, accountability, or sense of purpose. The agent is miserable because the agency is performing so poorly that the staff is taking home a bigger weekly paycheck than the agent, and the really miserable part is that no one sees an end to this madness.

 

Corrective Action:

  1. Download a Marketing Plan from the front page of the Inspire a Nation website: www.inspireanation.org. This will give you a good place to start as well as detailed mentoring suggestions.

 

  1. Have a heart to heart discussion with yourself and your current staff. Don’t just tell them what you want; actually listen to what they say they need from you in order for them to be successful in your agency. Make an agreement that the pity party is over and that you are going to bring in outside help. I.A.N. Members: Set up a mentoring session with one of our team members. Non-Members: Look at our membership program as an outside help option: http://www.inspireanation.org.

 

  1. Set up a process workflow for one agency process. You can view a video mentoring session on how to create a workflow on the membership page of our website; http://inspireanation.org/membershipinformation.

 

  1. An email confirmation process for your endorsements is one of the easiest processes to start in an agency. Changing a staff member’s natural conversation is a real headache and the agency needs something that is simple but also gives them a sense of accomplishment. An endorsement confirmation email can be as simple as:

 

“Thank you for allowing us to serve your insurance needs. We processed the recent change you requested on your (auto policy). You should receive something in the mail from (Carrier) in the next 5 – 7 business days confirming the change. If you have any questions please email us or call us.

We always want your referrals! We want to protect your family and friends, but we need you to introduce them to our agency. Please give our name to at least one person this week.”

 

 

Problem: The agency doesn’t have any money to market or advertise

There is a vicious cycle that occurs in a poorly performing agency: The leadership is weak, which leads to weak agency processes, which leads to weak agency production, which leads to weak commissions, which leads to weak staffing (You hire weak staff because that is what the agency can afford), which leads to weak production, which leads to weak commissions, which leads to a weak budget for marketing and advertising, which leads to weak production, which leads to weak commissions, and the cycle just keeps repeating. How do you get off of this hamster wheel?

 

Corrective Actions: Utilize free marketing and advertising processes (I.A.N. Members – view process 02b in the Video Library: Free tasks that drive new business sales in an agency! http://inspireanation.org/page-1736875.)

 

  1. Ask your current customers for referrals

 

  1. Hand out your business card to 25 local businesses this week

 

  1. Connect with 10 local business leaders on LinkedIn

 

  1. Call some current customers and some non-customers and wish them happy birthday (Make sure they have a birthday coming up in the next 7 days)

 

  1. Call some local professionals that have sent business to you in the past and start rekindling the relationship.

 

It is my hope and desire that this blog post makes those of you who need it to take a hard look at yourselves and your agencies, as well as gives you some simple actions that you can put in place right away to help break you out of whatever mental and emotional pathway you are on that keeps your agency performing poorly.

 

NoteI write these blogs as a form of marketing for Inspire a Nation Business Mentoring. At the end of the day I want to show our value as well as give you a taste of the wisdom and experience we bring to the table. I want those of you that need the type of mentoring we provide to consider becoming a member of Inspire a Nation Business Mentoring. Check us out at: www.inspireanation.org.

 

 

Billy R. Williams, PhD.

President – Inspire a Nation Business Mentoring

Posted by: Billy R. Williams Ph.D. | March 3, 2014

How to easily add text messaging to your agency/business operations

How to easily add text messaging to your agency/business operations Image

Ever since facebook decided to spend $16 Billion for the WhatsApp text messaging app, Inspire a Nation has been bombarded with request to explain how text messaging could and should be used in an insurance agency.

Adding text messaging to your current processes is a low cost, simple process, and whatever you do, don’t get taken in by the opportunists that are going to try and charge you a arm and a leg for a text message solution.

The process I am sharing with you is free!

  1. Get a Google Voice local number – Google voice allows you to call or text the number
  2. Ask your customers to text their name, the words “Permission to Text” and the phone number they are giving permission for you to text (i.e. John Doe, permission to text, 111-111-1111)
  3. Have the Google Voice message forwarded to your preferred email account, so you don’t have to log into Google to retrieve your text and voice messages
  4. Update the number in your agency management system as a text friendly number. (We do this by creating a field in our database that says “Text Message Number”)
  5. Only send important personal text messages. Don’t use text messaging like you would a mailing or emailing campaign

Is this the only option for getting text messaging into your agency or business? Of course not, but it is a quick, easy, versatile, and most importantly, free solution!

Active Inspire a Nation Members please review Process 11 and 42 in the Inspire a Nation Video and Document Library to learn how to use text message options other than Google Voice, and how to use text messaging with processes such as endorsements, claims, policy reviews, and quote follow-ups.

Billy R. Williams, President – Inspire a Nation Business Mentoring – http://www.inspireanation.org

If you like this article, please forward it to others that you think could benefit from the information!

 

Posted by: Billy R. Williams Ph.D. | March 26, 2013

You need 3 types of personalities working in your business at all times

Never forget this fact: “Where you are in life and in business today, are direct reflections of how you have handled your personal and professional weaknesses.”

I’m going to say something that many of you will disagree with, here it is “Growing a successful insurance agency is easy when you have the right personalities, tools, and processes working effectively. Once those items are in place, all you have to do is locate the markets that best fit your carriers.” How can I be so sure, because I see it every day in my partner agencies, and in the member agencies of Inspire a Nation Business Mentoring

Last week’s blog post was very well received and even plagiarized a few times, so please remember that this blog series is being created and written by Billy R. Williams, Ph.D., President of Williams Family Agency Investment Group, and Inspire a Nation Business Mentoring.

 Don’t have time to read the blog post? Click here and I will read it to you!

Today were going to discuss the personality piece of the statement I said above.

In business you need 3 types of personalities working at all times 

  1. Hunters      – Aggressively pursue new opportunities – these are people, processes, and      tools that locate  and drive your new      business sales
  2. Gatherers      – Passively pursue new opportunities – will gather all of the important      information necessary to conduct business if it comes to them, and work best      when working within clearly defined structure and processes.
  3. Nurturers      – Avoid pursuing new opportunities, but enjoy servicing current      relationships and like to keep current customers happy.

While I use the word personality, a hunter, gatherer, or nurturer doesn’t have to be a person, it can be a tool or process that you put in place to perform the specific function of that personality type. Within the Inspire a Nation membership we see all types, so pay attention to your agency’s dominant personality type and my suggested solutions.

We all have a dominant personality type. When things are going good in our agency we tend to be a hybrid of our two strongest personality types, usually it isn’t until we hit pressure situations or things go terribly wrong that our dominant personality type really takes over.

Let’s look at the strengths, weaknesses, and identify some solutions to cover the weaknesses of the different personality types.

  1. Hunters:

Strengths: Aggressively pursue new opportunities, are always trying to locate new business, look for retention and referral opportunities, they always look for direct, pointed, solution driven conversations with customers and prospects

Weaknesses: Hunters don’t wait for things to line up perfectly before taking action. They understand that taking action will force the situation to work out one way or another. They have to be careful as this way of doing things can often lead to rash decisions and impulse buys, if their ego is not “kept in check” hunters will over commit and under deliver as they believe they have the talent and skills to overcome any obstacle, hunters like to hunt and close but are usually bad at the small details like after the sale follow-up, they prefer to hand the deal off to someone else to do the paperwork and legwork.

Solutions: Don’t clutter up your hunter with details and requirements that stop them from hunting. Hire a gatherer personality type, or put gatherer type tools in place to support your hunter(s), give them a specific amount of time each day to focus on hunting tasks, hunters like trophies, so make sure you are prepared to reward their positive hunting results with compliments, bonuses, and public acknowledgement. (Members – Review Green Time Tasks for Licensed Sales Producers – Process 3C, and The Top Producing Processes for an agency – Foundational Video 2)

  1. Gatherers      :

Strengths:  Passively pursue new opportunities, if the business is handed to them or falls in their lap they will work it effectively, work best when working within clearly defined structure and processes, they are very detailed oriented, you never have to worry about the T’s not being crossed, or the I’s not being dotted.

Weaknesses: Gatherers want the prospect or deal given to them, they will close the deal if it is put in front of them, but they will not aggressively hunt down new business opportunities, gatherers like to see all of the specifics and details of a situation before they take action, this can often lead to paralysis by analysis, they keep track of all communications and records associated with the prospect or customer and can easily get bogged down in the details if left unchecked.

Solutions: Give them a hunter person or tasks to support and let them fulfill all of the promises your hunter made to customers and prospects, (i.e., don’t try to make them a telemarketer, let them follow-up the leads the telemarketer drives to the agency) let them setup and create the mailings that go out, transfer x-sell or retention opportunities that come into the agency to them, but don’t expect them to ask every call-in or walk-in for a x-sell or up-sell opportunity, put tools in place that will start the conversation for them and let them finish the conversation (Members – This is why we use the Permission to Contact/Optional Coverage Form – Process 14A, and outsourced marketing programs if we have an agency filled with gatherers)

  1. Nurturers:     

Strengths:  Enjoy servicing current customers and relationships and like to keep current customers happy, they are very patient with problem customers, and will stay on the phone as long as it takes to rectify a problem. They are awesome when it comes to retention in the agency; they like non threatening or demanding tasks, and are very social when it comes to customers, prospects, and other staff members.

Weaknesses: Nurturers only wants to work with existing customers and try to avoid prospecting of any kind including basic cross-sell conversation, (an example of a nurturer process would be an agency that mails a policy review form  to customers to avoid having a sales or service conversation) Nurturers feel that they are harassing the customer if they try to cross-sell them or introduce new products to the customer, they fight any new processes or change to the status quo, will usually point out why something will not work before giving it a chance, nurturers will overpromise and under deliver also, but not because of ego, but because they want to get away from the emotionally uncomfortable situation as quickly as possible. They need a gatherer to support them as well.

Solutions: Every agency needs nurturer type staff and/or processes; you just can’t grow your agency if this is the dominant personality in your agency. You must use outsourced marketing tools because you will never turn a nurturer into a hunter, the best you can hope for is to make them a hybrid of a gatherer/nurturer but even that might be asking too much. You also need a gatherer supporting them to finish what a nurturer avoids, nurturers are not motivated by money but by emotional comfort, so putting elaborate commission and bonus plans will not produce any more sales. They are there to support existing customers and keep your retention strong, let them do what they do, and hire gatherers and hunters, or outsource as much as possible in the agency. (Members – review Foundational Video 2 – Top Producing Processes and our Recommended Vendors)

In summary: You need all 3 types of personalities working in your agency at all times, but you must cover the weaknesses that come with each personality in order to maximize your agency’s growth.

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