What does your team do when a client says they don’t need to talk about life insurance, or that they don’t have time right now? For a lot of agencies, the honest answer is that they back off. The client says no, the conversation ends, and the gap stays open....
Every agency makes a promise, whether it is written down or not. The promise is likely something similar to this: we will identify your risks and opportunities, educate you on what we find, and allow you to make the right choice for your situation. That promise sounds simple, but keeping...
What do high-performing agencies do differently? It's a question a lot of Agents ask, and while there isn't a singular answer, there is a blueprint for success. High-performing agencies have a different mindset. They realize that in this industry it's easy to become reactive. And being reactive can create a...
Ask yourself a hard question: if you shut off every dollar you spend on visibility tomorrow, how many prospects would stop calling? If the honest answer is "not many," you may be at risk for having too many passive marketing campaigns. Passive marketing has a place in your marketing strategy....
What if the best sales technique in your Agency isn't a technique at all? It's not a closing line. It's not an objection handler. It's not a better presentation. Many Advisors who build consistent production, year after year, aren't running a better script. They're operating from a series of beliefs....
When the conversation turns into a venting session A team member approaches you and is unloading about a billing dispute, an underwriting decline, or a company’s turnaround time. Sound familiar? Frustration is human. It happens in every agency. The question isn’t whether it shows up, it’s whether you let it...
Agencies often believe that meetings are a waste of time. Common excuses for not holding meetings include: We're too small for formal meetings. Clients come first. We talk every day anyway. Meetings get off track and waste valuable production time. However, when agencies don't meet, there are real consequences. Information...
It's easy to get excited about a new marketing campaign. You put time and money into it, it looks professional, and it represents your agency well. But looking good and achieving productive results are two different things. Before you launch your next campaign, or evaluate the one already running, step...
Handing someone a business card and hoping they call for a quote is not prospecting. It is wishful thinking. Most agency owners understand this. The bigger question is whether your team actually operates this way. Your sales associates, agents, and service team interact with people every single day. At events,...
If the departure of one key person for a two-week vacation causes your agency’s gears to grind, you aren't facing a lack of talent. You are facing a flaw in design. Most Agency owners don't intentionally design their Agency to have this fragility; it happens by accident. You take a...
