A wise sage named Yogi Berra once said, “You can observe a lot just by watching.” When it comes to predicting how someone will do in the insurance industry, those observational skills are just as valuable.
For the past 8 years or so, I've had the privilege of watching and observing the leaders of independent insurance agencies. I've seen them flourish in boom times and persevere in harsh economies. I've witnessed their navigation of mergers and acquisitions from both sides. I've learned what gives them great joy in their professions–and what keeps them up at night.
From this observation, a composite emerges. If you were to blend the common traits and characteristics of the best agency leaders into a single person, here's a brief description of what that person would look like:
o Visionary. Good leaders have a reverence for the continuum of their enterprise. They pay homage to their origins, appreciate how they have developed over time, and maintain a passion for leading the agency to greater prosperity and reward. They develop their vision, and they use that vision to light the way forward.
o Relational. Lasting client engagements are born from strong relationships, and the best agency leaders understand this. They don't “sell.” They provide value to people who have a need. In so doing, they forge bonds and build relationships.
o Bold. A model leader is neither reckless nor risk averse; rather, he or she is thoughtful and courageous about trying new approaches to provide better service and bring in new clients. This willingness to experiment fosters a culture of teaching, learning and trying something. If it doesn't work, they pocket the lesson and move on.
o Profit-minded. The business model of a good leader rewards performance and reinvests in growth initiatives–but not at the expense of increasing shareholder value. Outstanding leaders spend money when they see promising returns. They think beyond next quarter and reflect on how today's actions can drive tomorrow's profitability.
o People-centered. Successful leaders understand that the path to agency growth begins with their ability to find, attract and keep good people. They focus on this minute by minute, day by day, for months, years and entire careers. These leaders place a premium on teaching and coaching, even if their agency lacks formal programs in training, development and mentoring.
o Resilient. It seems obvious, doesn't it? A good agency leader must withstand the slings and arrows that come with running an enterprise and serving a client base. The best leaders view themselves as protectors, providers and champions for all. They keep on keepin' on–no matter what.
Successful agency leaders may not be stamped out from the same mold, but they do share the same DNA. Don't believe it? Just take a close look.
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