>> Performance Programs
>> ADAP

Sample Program Outline:

Introduction: What Market Are We In?

• Navigating the Industry’s transition from “Soft” to “Hard” to “?” - causes, constraints, and lingering effects of market combustion.
• A new strategy for a new Insurance Era – converting client relationships into value-driven partnerships.
  
  
• Rising above the rest – breaking through presumptions, stereotypes, and conventional “wisdom” while rejuvenating your entrepreneurial spirit.

Building A Personal & Professional Performance Plan

• Establish well-defined, measurable, professional objectives for production, retention, profitability, and personal efficiency.
  
  
• Determine short and long term personal objectives for career, health and fitness, family life, hobbies and interests, finances, etc. Formulate a detailed and manageable personal development plan to achieve these objectives.
  
  
• Create specific accountabilities and establish measurable performance benchmarks to stay consistent and on track.
  

Priority Management & Personal Organization

• Focus on high payoff, high impact, business building and proactive client service activities that are unique, efficient, and extremely effective.
  
  
• Improve self-manageability, self-esteem, and confidence in any environment and under any conditions.
  
  
• A proven system to stay on target and on plan in spite of distractions, interruptions, and setbacks.
  

Channel Marketing – Gaining Visibility and Viability

• Refreshing and sensible marketing strategies that attract and retain desirable, pre-qualified opportunities.
  
  
• Differentiating with integrity – creating, conducting, evaluating, and responding to a client assessment. Earning client trust rather than pitching a bid.
  
  
• Creating a value proposition by designing a comprehensive insurance program rather than focusing on policies and price.
  
  

Identifying Selling Styles and Buying Habits

• “Know thy self” and thy buyer—detect the communication styles, expectations, and intentions of others and learn to make the appropriate adjustments.
  
  
• Custom-build a strategic agenda for each appointment that focuses equally on what to say and how to say it.
  
  
• Identify the communication strengths and weaknesses of team members and colleagues and enhance individual and organizational cooperation and esprit-de-corps.
  

Referral Harvesting

• Building a network of affiliates and comfortably leveraging your greatest asset—the existing book of business.
  
  
• Firmly establishing the referral harvesting system as the primary method for prospecting. Say goodbye to the cold introduction.
  
  
• Managing referrals professionally and consistently.
  

The Value Added Service Plan — Bringing it All Together

• A proactive service plan that will predict and resolve concerns before they become a problem or a crisis.
  
  
• Invaluable and appropriate risk management and loss control initiatives that deliver measurable value, control insurance program costs, educate clients and inspire loyalty.
  
  
• Relationship enhancements that remove accounts from the competitive arena, ensure a “no surprises” renewal, and help protect worthy clients from market volatility.

The program is normally facilitated in a series of group training sessions. The total number and the frequency of these sessions are determined during a needs assessment that is conducted with each client prior to designing their program. Every program includes one-on-one performance coaching with each participant. Immediately following the group training sessions, one-on-one meetings will be scheduled with each participant to design, implement, and review individual action plans. Daily, weekly, and monthly business and personal goals will be established, tracked and reviewed online and in person by an assigned Polestar coach.

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