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Agent to Agent: How to Turn Your Agency Into A Growing Business

By Daniel W. Post, CIC
Post Insurance Services

Many agencies today are not focusing on growing their business or are not doing the right things to guarantee future success. If your agency is making this mistake, it’s time for a change! Without keeping a focus on growing business, your agency will not be able to succeed long-term, especially if your competitors are not making these same mistakes.

Here are some tips on revamping the focus of your agency in order to focus more on successfully growing the business.

  1. Make selling a priority: While quality customer service is a great asset for an agency to have, it will only aid you in retaining customers, not finding new ones. That’s why it’s a good idea to make selling a top priority at least for some of your staff, since selling more policies is how an agency will grow. This new sales culture will focus on finding new prospects, selling more policies, cross-selling, etc.
  2. Invest in continuous training: Agencies that establish continuous training programs have agents with more effective or streamlined processes, talk tracks, and techniques. This form of training will result in an agency that is consistent and is selling more insurance.
  3. Keep an eye on the numbers: Don’t forget that at the end of the day, your agency is just like every other business in the sense that you need to accurately and continuously measure growth over time. At any given time, you should know how many round outs, renewals, or apps were written in the previous month. How can you know for sure that your agency is successful without looking at the data behind it? A good place to start is to identify the key performance metrics of your agency, and start monitoring them. This will allow you to track your progress, goals, and growth over time while adjusting your focus based off of the data.

If your agency is not focusing on these things, then chances are you are not growing your business! However, by following simple tips such as these, you can begin to turn your agency into a growing business that will be competitive and sustainable for years to come.

Post Insurance Services is a second generation, family-owned independent insurance agency based out of Torrance, California. Daniel Post is the president of the agency. He’s been in the insurance business for over 30 years. He uses his experience and expertise to take the mystery and headache out of insurance for clients.