Sick of just surviving? Want to expand your business? Here are some issues to consider when you are serious about growing your agency or your personal revenues.
Define your sales process. Identify the strengths, weaknesses and what is and isn't working, and modify along the way. Measure and know the suspect-to-prospect ratio, conversion rate from prospect-to-diagnostic appointment, and sales success rate with full presentations to prospects. Know these numbers and the average targeted revenue per account. This makes annual production, sales activity management and pipeline flow predictable.
Define your agency culture. Prospects need to be qualified, so approach every client contact as an opportunity for revenue (cross sale, referral, up sale). The commoditization of personal auto and small business insurance means you must approach insurance holistically. Manage insurance and risk avoidance programs. Don't simply serve as a vendor and don't accept “call in” business opportunities without diligent qualifying.
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