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Power of the Past — Force of the Future!
Welcome to MAIA’s Big Event 2019
October 31-November 3, 2019
Boston Marriott Copley Place
Course Materials
10 Objectives Every Successful Agency Practices
Kelly Donahue-Piro
Sponsored by
10 Objectives Every Successful Agency Practices
Team Details
MEET OUR TEAM
MEET AGENCY PERFORMANCE PARTNERS
● Founded in 2014
● Helps Agencies Become Ridiculously Amazing
● Focuses on Training, Coaching, & Consulting In:
○ Retention
○ Sales
○ Customer Experience
○ Leadership
○ Marketing
● Located in Teeny Tiny Rhode Island
● Clients Across the US & Canada
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GROUND RULES
TOP AGENCY STATS
Top Agency Stats
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● 1200 + Agency Responses from the US and Canada
● 5 Years of Data
● Collected via our Agency Assessment Survey
○ Secret Shopper Calls
○ Analytics Review
○ Onsite Interviews
○ Planning Day
○ 90 Days of Follow Up & Follow Through
Top Agency Stats
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Top Agency Stats- How Stressed Are You At Work?
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Top Agency Stats- How Stressed Are You At Work?
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Top Agency Stats
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TeamManagement
Top Agency Stats
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10 OBJECTIVES EVERY SUCCESSFUL AGENCY PRACTICES
Objective #1Routine Work & Development of Agency Culture
Preferred Insurance Agency Coldwater, Ohio
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Objective #1Routine Work & Development of Agency Culture
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● You Make Insurance FUN
● Daily Happy Hour (or 15 Minutes)
● Celebrate Successes & Wins
● Be Tiggers and Reject Eeyores
● Give Back to the Team & Your Community
● You, The Leader, Has Passion
Objective #2Forever Recruiting
From Blue Marsh InsuranceHoney Brook, PA
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Objective #2Forever Recruiting
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● The BEST People are Not Readily Available
● As the MARKET Changes, You Need to CAPITALIZE
● People are Your BIGGEST Investment
● Be Prepared in the Event that Someone LEAVES
● Hire Out of PREPARATION, Not DESPERATION
Objective #3Consistent Agency Meetings
Hartman EllisAllegan, MI
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Objective #3Consistent Meetings
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● You Must Meet WEEKLY
○ Success/Lesson
○ Metrics
○ Stumbling Blocks
○ One Word Close
● Focus on Working as a Team & Stay Focused on a Goal
Objective #4Leadership
Sava Insurance New London, CT
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Objective #4Strong, Centralized Leadership
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● There MUST be a Leader at the Top
● Quarterly Employee MEETINGS
● Setting the MISSION & VISION
● Identifying Your CUSTOMER EXPERIENCE
● Investigating TECHNOLOGY
● Accountability, Execution, & Innovation
Objective #5Performance Feedback Loop
Stromsoe InsuranceMurrieta, CA
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Objective #5Feedback Loop
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● Create a Culture of PERFORMANCE
● You Need 2-way Feedback from Your Team
● Biggest Investment is People; DEVELOP Them
● COACH Them, Don’t Discipline
● Team Members WANT Structure
● Outlast the SUCK
Objective #6Goal Setting With Incentive Plans
Tetrault Insurance New Bedford, MA
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Objective #6Goal Setting with Incentive Plans
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● You Need to Set and Communicate GOALS
● Retention, New Business, & 1 PROJECT
● Set a Clear Strategy for SUCCESS
● NEVER Give Time Off as an Incentive
● GROUP vs. INDIVIDUAL
○ Producer: Individual
○ Service: Team
Objective #7Technology
Holley Insurance Boones Mill, VA
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Objective #7Agency Technology
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● Embrace IT
● More People or Better Use of PROCESSES?
● Get INVOLVED
● Email, Text, Apps, Management System, Proposal
Software, Reporting - Make it Happen!
● Have a Project PLAN for Rolling out New Technology
Objective #8Consistent Training
Insurance Management GroupMarion, Indiana
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Objective #8Consistent Training
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● It’s MORE than CE Credits
● Handling Rate Increases
● Customer Experience
● Sales
● Marketing Strategy
● Teamwork
● To be the BEST, You Must Train
Objective #9Marketing & Branding
Paradiso Insurance Stafford Springs, CT
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Objective #9Marketing & Branding
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● Your Agency Needs a BRAND to COMPETE
● Why YOU? (Can’t Use Price or Service)
● Make Your Agency Special for Prospects
● Who Would YOU Want to Do Business with?
● It’s a SMALL Expense When You Provide a Service
Objective #10Target Markets
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Objective #10 Target Markets
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● Who Do You Want to WRITE?
● How Will You Serve Them BETTER?
● WHERE are They?
● What is Their LIFE Like?
● What’s IMPORTANT to Them?
● It’s not about YOU; it’s about THEM
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OUR PHONE401-415-6205
OUR WEBSITEagencyperformancepartners.com
agencyappeal.com
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