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'Tis the Season. The holidays make December the shortest work month of the year and, for most, the busiest as well. Chances are good that you won't be reading this article until January because your time is currently crushed under the weight of January renewals, business planning, employee reviews, holiday planning/shopping, and a litany of other competing priorities. Breathe easy my friend, this too shall pass . . . until next year.
In the middle of this push to the annual finish line, we often are asked to drop what we are doing to participate in or finalize the joint business planning process with our carrier partners. I know, you know, and they know that the timing of this uninvited yet necessary meeting or series of meetings is being called to order at the worst possible time yet; here it is, again, as it has been for years.
Sensitive to your time dilemma but under similar constraints themselves, your underwriting partners propose a squeeze play - squeeze us in whenever you can and we'll promise to be quick. After all, his/her honor the RVP will be joining the meeting and needs only a little face-time to feel sated. So . . . the date is set and the circus begins.
You hastily assemble the "key" members of your staff for the summit. The carrier team arrives at the appointed time, less one who is stuck in traffic. After everyone is seated and the "how ya doings" are done, the curtain opens and the show begins:
Act I:
"Our Year-to-date Results - admission that this has been a tough year for everyone but the fix is in place which I'll get to in a moment".
Reminder of this year's trip, a quick story about an embarrassing moment, and a promise of an even more exotic destination in the coming year.
Act II:
Person stuck in traffic arrives with apologies.
Act III:
"Our forecast for the coming year, complete with new products and features which I'll get to in a moment"
"How much we love you and believe in the independent agency system"
"New and old stuff that we want you to sell - featuring the new stuff"
Act IV:
"How much of it we are planning on you selling"
"Where your agency ranks, how you can do better, and we love you and support the independent agency system"
"Your commissions, contingencies, and other cutbacks to be countered by more selling of the new stuff"
"Your comments and questions please"
You respond with . . .
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