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only know you ! It ’ s hard to get service from the team when clients only have your contact information .
When there are service issues : Talk directly to the team member and review your processes . Make sure your expectations are in alignment with the agency ’ s processes . If an issue continues , work with the leadership team to find a resolution .
Track your time on service work : When you track this and acknowledge the number , you may feel differently about your approach .
Just a reminder , when you have clear agency goals , producers can adjust their time toward the right activity .
focus on tracking to show the success of your networking with specific referral strategies .
Mitigate time-wasting activities and prospects : Be intentional with how you spend your time on non-target accounts . Track your time with those prospects . Example : Maybe go to 1-2 markets , but get off the field if the play fumbles .
Work to cross-sell smaller accounts : In order to write smaller accounts and still make money for yourself and the agency , Get all accounts : Life , personal , commercial , three referrals – you get the gist .
Streamline the process on small accounts : This is where embracing technology is your champion . Utilize paperless tools , enroll in automated payments , direct clients to service portals for certificates . If you ’ re going to write smaller commercial accounts , optimize the technology or walk away .
SOLUTION : EMBRACING TECH
Similar to producers selling every day , agencies need to sell producers
SOLUTION : GO BIG ( GER )
Let ’ s level it up so you can win the bigger accounts . Larger commercial insurance accounts tend to be less work , have more cohesive client / agent relationships , and be more profitable for you to reach your sales goals faster !
Develop your sales skills : Spend time listening to podcasts and / or enroll in commercial insurance producer training courses !
Create a Top 20 target list : Who are the 20 accounts you ’ d love to write ? Focus on them monthly .
Bremen Farmers Mutual Insurance Company
Serving Kansas since 1888
• Homeowners
• Agri – Pak ( Farmowners )
• Preferred Homeowners • Inland Marine
• Dwelling Fire
• Business Owners
• Online quoting , application submission , and document view available
Share your ideal client : Tell your centers of influence and network exactly who your ideal client is . When you broadcast it , the universe delivers . Too metaphysical ? Fine ,
Curtis Holle • President
Becky Scheele • Claims Mgr .
Bryce Peters • Underwriting Mgr .
201 Brenneke St . | Bremen , KS 66412 T : 800.562.5712 | F : 785.337.2414 www . bfmic . com Email : bremen @ bfmic . com
32 KANSAS INSURANCE AGENT & BROKER