COMMERCIAL LINES ... |
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Producing a viable podcast requires dedicated effort , |
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consistency , and investment over time to yield |
in a niche you develop the “ fly wheel ” of referrals leading to an agency or book of business that grows much quicker and healthier than a generalist . |
positive results . It has taken consistency over a period of a few years to start to see the return on investment that I had originally envisioned . |
DOES YOUR WORKFLOW AND / OR PROCESS HELP YOU BUILD SUCCESS IN COMMERCIAL LINES ?
Tim : We have spent a significant amount of time developing and refining our processes and workflows in order to provide the highest levels of customer service . This includes the highest levels of quality , responsiveness , and reliability in service to our customers .
Doing these things has led to our being highly referable to others which has positively impacted our new business growth .
One of our agency core values is “ constant growth .” We continually invest in our team and our processes to get better every day . We have regular meeting cadences and processes to help us review these processes , address any issues that arise , and continually improve the product we deliver .
We provide our team with specific books , courses , and other tools for growth applicable to the specific team member . Our team members are also encouraged to pursue industry professional designations .
DO YOU FEEL HAVING A PODCAST ON YOUR SUBJECT MATTER HAS HELPED YOUR GROWTH AND BRANDING IN THE MARKETPLACE ?
Tim : The Aviation Insurance Podcast has increasingly helped build our brand and fostered growth in the agency . It helps publicly demonstrate our expertise , increases the visibility of our agency , and expands the industry partners we ’ re connected with .
We ’ ve had numerous people call us after listening to the podcast asking to do business with us . What is surprising is that at industry conferences , I ’ ll have others in the aviation insurance industry professionals thank me for producing the podcast .
I ’ ve had key industry executives advise that they ’ re listeners . They also refer it to their employees and new hires for training and development .
I ’ ve been told the same from competitors as well , but it definitely helps build the industry and inevitably sets us apart from our competition .
HOW DO YOU DECIDE ABOUT DEVELOPING NEW COMMERCIAL LINES TARGETS ? ARE ALL THE TEAM MEMBERS INVOLVED ?
Tim : When looking at commercial lines targets , we try to identify who we feel we can serve better than anyone else . For us , that is privately-owned , professionally led aviation businesses and aircraft operators .
When we know we can serve them better than our competition it makes it easier to invite them to become our customer . It helps us to know up front how we can provide them with better service and solutions than they ’ re currently receiving .
We also look to see if they would be a fit in terms of values . We ’ ve found over the years that having an agency and customer with similar values leads to a more successful long-term relationship . Of course , our initial meetings help us to discover if these assumptions are true or not or if the relationship would be a good fit .
20 KANSAS INSURANCE AGENT & BROKER