Related: Read more articles by Tom Barrett “Sitting on a “Goal Mind“, “Structure Creates Revenue.”

The message is clear: Traditional carriers are growing frustrated with a retiring or slowing agency force, the replacements are gathering along the ridge, and we're about to witness one heck of a transition. If you're not serious about your business, planning, sales process and growing a market share, then you are about to be run over.

The good news—there are a dozen characteristics that put this new class of entrepreneur out front.

1. They have a dream: Most have enough experience and business acumen to have solid dreams to accomplish, and they are hungry and determined. Their primary focus is fueled by new business and growth.
2. They have ambition to accomplish their dream: As entrepreneurs and not order takers, they are driven by high energy and have aggressive ambition to accomplish the things in life they desire.
3. They are strongly motivated toward accomplishment: They are at the beginning of their careers. What they lack in years of experience they make up for with sheer determination and are motivated by varying value systems to accomplish the things they desire in life.
4. They are focused on their goals: Over the past decade, in conversations with agents, we have learned that less than 2 percent of insurance agencies have a sales process they regularly follow, about 5 percent have some sort of marketing plan, and about 10 percent have a real idea what they'll write and where it will come from this year.
5. They learn how to get things done: They move through their marketing areas with nimbleness and vigor, and they seek out industry professionals as mentors. These entrepreneurs are willing to seek out an answer if they don't have one.
6. They take responsibility for their actions: Few agencies or even individuals like being held accountable. They have a thousand reasons why things didn't work out. The NU NUs have a plan; they'll stand before their family and friends and ask for feedback, coaching and accountability.
7. They look for solutions to problems: This new agency breed understands that insurance requires relationship selling. They know there is more than price in the equation. They understand that we have endless choices as buyers and they participate in problem/solution-based sales strategies.
8. They make decisions: Because they have a plan and a process, the entrepreneurs can analyze a situation and create solutions. Rather than operate under the philosophy of “ignore and it shall disappear,” they seek out opportunities to identify problems and create solutions, which bring the new value added to the table.
9. They have courage to admit when they are wrong: How many of us are “set in our ways”? Our “new business prevention department” kills our progress with those seven deadly words assured to kill any opportunity: “We've never done it that way before.” NU NUs understand they don't know it all. With openness comes opportunities to learn, grow and become better.
10. They are self-reliant “independent agents” instead of “dependent agents”: We call ourselves “independent agents,” but the fact is many of us are actually “dependent agents.” We are dependent on the whims of the buyers, struggling to create value in our business relationships and dependent on the changes forced on us by our carriers, the economic environment and competitors.
11. They have specific knowledge and skills: NU NUs educate themselves further in our business, obtaining professional designations and continuing education. The focus is on preparation and growth rather than “my CE hours.” Almost without exception, we hear “How many CE credits do I get?” Who cares? We should be growing our skills, knowledge and business acumen. NU NUs also are focused on continuing education with the businesses and industries they insure. They understand you can't advise a business when you don't understand what it does.
12. They work and cooperate with others: While competition is always good for us and keeps us lean and nimble, there also is a working cooperative effort between these agencies because they understand that together they stand much stronger than anyone does as an individual.

The transition is going to be interesting. There are so many irrelevant agencies out there that the next decade will be a turbulent but interesting time. Are you ready for change, for success, and to run your agency like a real business? We hope you're ready!

Related: Read “Take Steps Toward Success.”