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 Our
latest program has been designed specifically to assist insurance
industry sales and service professionals to adjust and benefit
by the dramatic changes and market fluctuations that are characteristic
of an industry in transition. The Agency Performance Development
Program offers specific, hands-on strategies, resources, and
blueprints for accelerating sales, client retention rates,
profitability, and efficiency. Additionally, it provides detailed
planning tools for personal and professional development.
As the new insurance economy continues to define itself;
re-insurers, carriers, and agencies are scrambling to establish
their place in the market and achieve new levels of prosperity.
The Agency Performance Development Program: Thriving in the
New Insurance Era provides them with all of the marketing,
communications, sales, service, and agency management tools
and tactics necessary to fuel the success.
The problem associated with the market and the current softening
within desirable business segments is not, as commonly believed,
the pricing. Under our current “account underwriting”
scheme, accounts that have performed well will receive favorable
pricing while those that have not, will not. All is as it
should be.
The greatest challenge that we now face is how to reeducate
clients that have grown accustomed to buying on price to understand
and appreciate the value, integrity, and unique characteristics
of a comprehensive insurance program and to recognize the
truly professional agents that present them. Our program is
designed to remedy this problem.
The Agency Performance Development Program guides each participant
down a path of self discovery and performance improvement.
It begins with complete assessment of your agency business
model and practices. This strategic fitness assessment process
will evaluate your market position, agency brand, marketing
and communications initiatives, agency culture, carrier relationships,
service standards and practices, value proposition and strategies
for attracting, selling, and retaining desirable accounts.
Our common objective is to create an efficient and effective
integrated marketing, sales and service model that is as unique
as your agency. A model that is designed to take maximum advantage
of your strengths and points of differentiation, accurately
identify and harvest your opportunities, minimize or eliminate
your organizational weaknesses, and neutralize threats to
your growth and prosperity.
Throughout the assessment process, the agency will be challenged
to cast aside traditional, “legacy” presumptions,
historical performance benchmarks, and antiquated marketing,
selling, and service styles. Your program will be designed
to upgrade and/or replace “business as usual behavior
with an innovative, relationship-driven client development
and service strategy that promotes value delivery, integrity,
and partnership.
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