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 Armed
with the information gathered during the needs assessment
and the co-developed, fully functioning agency management
plan, we are now ready to look ahead and jointly plan for
mutual success in the coming year. We have created a value-proposition
for our partnership agent that is second-to-none. We have
established mutual accountabilities and our now managing our
key relationships proactively, decisively and productively.
We have aligned our mutual objectives and agreed on performance
requirements. We are ready for the Joint Business Planning
process. All we need to do now is formalize our plan, elevate
our objectives, and determine the performance metrics. This
we’ll do, and more. When we are done, you will know
exactly what you’ll write, when it will be written,
who will write it, how much you’ll retain, and how profitable
you’ll be. Perfect.
Key Discussion Points:
- The 80-20 business flow rule.
- Building and managing an accurate Joint Business Plan.
- Monitoring, adjusting, and supporting the plan for maximum production, retention, efficiency, and profitability.
- The critical nature of performance-based agency objectives.
- “You can’t hide those lying eyes” – the numbers tell the story, the whole story.
- Where do we go from here? Building for the future.
We recognize that the ARM Performance Program is as intensely active as it is comprehensive. It can also be an uncomfortable jolt to any underwriter that prefers to work with a desk full of files rather than work in partnership with the people. Our coaches for this program are especially sensitive to the difficulties every organization encounters when introducing a new business model and they are fully prepared to manage the change process while keeping all participants on the bus. Additional support will be provided, as follows:
- Unlimited on-line coaching for all participants.
- Home Office executive briefing sessions following each “loop” through the field.
- Unlimited telephone contact for all Home Office and Profit Center management personnel.
- Unlimited use of the online Coaching Forum.
- Immediate deployment to “Hot Spots” and under-performing Profit Centers.
- Assistance with staff performance evaluations and recommendations.
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