FEATURE
ARE YOU SPENDING YOUR TIME ON THE THINGS THAT WILL MAKE A DIFFERENCE ?
“ WE GET SO CAUGHT UP IN THE SALE THAT
WE ’ RE NOT THINKING CLEARLY .”
producers going after smaller accounts because it ’ s low-hanging fruit . However , this could also be identified as an “ avoidance strategy ” because of the activity most despise : cold calling . Hunting producers identify a minimum revenue account to focus on . When you say “ yes ” to a smaller account , you ’ re saying “ no ” to prospecting your ideal client .
Not embracing technology : As a producer , you may be on the road a lot . Even still , you must embrace technology ! Being on the road doesn ’ t mean technology is elusive . When you ’ re working on the road , focus on email templates , digital notepads , audio-recording apps , and more that will keep you organized to minimize tedious office paperwork later . sales training to understand what to walk away from .
Prospecting only when you need to : This is what we call a roller-coaster producer ; there are a lot of “ ups and downs .” The reality is that every single prospecting call is a lottery ticket : you can ’ t win if you don ’ t play . When you consistently prospect , you pick and choose what opportunities to pursue .
Service work will always find you :
• Create boundaries with your clients .
• Learn to better trust your service team : Building relationships with the servicing team will strengthen your skills in time management for insurance agents . Think of your servicing team as a client that you ’ ll want to nurture .
Your sales targets are too small : We see many
Launching into your week without a schedule : If you have no plan for your week , you won ’ t win . You ’ ve indirectly adopted “ hope ” as a strategy . Taking time , every week , to plan your week means you ’ ll schedule your most important tasks , such as prospecting and follow-up ! Without a plan , you ’ ll chase fires and servicing tasks and feel like you don ’ t have time to meet new opportunities .
Most commercial insurance producers face all or some of the aforementioned challenges . Mastering all of them will lead to reaching your potential ! Let ’ s move into solutions on how to master your time .
SOLUTION : CHASING PROSPECTS
Clarity is kind . What does this mean ? Being upfront with a prospect and informing them that you can ’ t help them is the kindest thing you can do ! Manage this mindset : you ’ re in the business of writing business – not finding a home for a difficult account . Make sure
JANUARY / FEBRUARY 2023
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