Getting Organized.
The Insurance Agents
Biggest Problem.
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Getting Organized
What does your organizational
system look like?
Getting organized requires time and effort. It can not be done ad hoc.
- So what does your organizational plan consist of?
- Do you even
have an organizational plan or do
you wing it?
- Use this work unit to meet your weekly income goals
- Have you sat down and developed a solid business
plan?
- Understanding why insurance agents fail or succeed.
Building my personal organizational structure usually took me a good two to three full days. For my agency building organizational plan, it usually took me a good week. You work everything backwards. everything must be thought through, reviewed and be a realistic goal.
Getting
Organized with facts and figures.
One of the most
overlooked areas in
selling and marketing life insurance is keeping accurate records to
determine your strong and weak areas. This information will help you build a solid business
plan.. Without accurate records, it is impossible to develop a success formula.
There
are a number of organizational areas that an insurance
agent needs to
work on to become successful.
They should include:.
Success will never happen unless you know how to develop positive behavior management traits.
Agency managers, General agents, Recruiters:
Are you managing a system or managing people?
There is a very big difference. Learn the difference!
A good record keeping system allows a person to analyze their weak
areas and identify their strong areas, and a good business plan
gives you a blueprint and a road map to follow - Goals and timelines.
Here is an example of analyzing your facts and figures.
Record Keeping Tells The True Story
- Lets say you kept records on the people
you call and you
categorize
them by careers, professions, service companies, etc.
- In your personal quarterly or annual
review, you note from your record
keeping that 65%
of your sales come from civil service people. Also, you note that your
phone calling to appointment ratio is much better, as well as your
closing ratio, and you get many more quality referrals from this group.
- Additionally, you spend a lot less time
compared to the rest of the
prospects that you contact, and over 75% of your commissions come from
this group, compared to rest of your business.
- On that basis, it would then make sense
for an insurance
agent/producer to start working and developing this as their target market.
- This is a very simple analysis of what
can be achieved with good record keeping.
- Agency
managers,
take note that this same type of record keeping should be used to track
your recruiting activity. (number of interviews to get a good
candidate, target market, dollar value, etc.)
*Agency Builders - check out our Agency Building Manual
From time to time, no matter where we are in our insurance career, we may need some survival help and fresh new ideas.
Our insurance agents survival store mission is to provide agents and agency managers special tools to help them get better at what they do to survive in the insurance business.
Your manager or insurance company should have available some type of yearly planning book for you to use. Some of them are called planning for the
future, my yearly plan of action, Looking ahead, etc.
If you do not have access to such booklet, you may want to check with
your local life underwriting group.
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