Lots of agents underestimate the importance of processes as a rule in their insurance agencies. And yes, it's likely because processes in the insurance industry get a bad rap. They're usually rigid, time-consuming, and tiring. The automation of insurance workflows helps insurance companies streamline processes and improve outcomes but there will alway be the daily grind of lead gen, cold-calling, following up and trying to get as many referrals as possible.
The more business an agency has, the more difficult it becomes to manage agents, commissions, clients, EVERYTHING, and this means it's more likely that things are to fall through the cracks, which is why your processes become so important on a daily basis.
Below is a quick story Mike shared recently in Insurance Soup on Facebook. As an agent starting out, he thought these 2 simple suggestions from his higher ups we outdated pieces of advice, until he made it a process and started to see results.
"You guys know by now that I am not a huge subscriber to many corporate messages about marketing. I find them to be more branding for them than advertising for you and extremely bland in their approach in trying to garner interest from prospects.
However, there is one thing that I personally DID NOT SUBSCRIBE ENOUGH TO in the beginning that changed things quite a bit for me when I finally did.
It was the idea of asking every person for referrals and having the conversation about life insurance with everyone.
Originally I rolled my eyes at the notion, not having enough of my own experience to really have a true and educated opinion. I based my opinion on my gut instinct that "it wont work" and the collective grumbles of other agents at rah rah sessions when we would hear those wise words.
I have to say at this point in my career that I agree.
Every person. Every time.
It's the age old "Miss all the shots you don't take" ideology - which has a ton of truth in it. When I started asking every person every time (un)ironically my production and referrals started going up.
I uncovered a life case asking an 18-year-old who then introduced me to his parents who still had younger kids.
I asked a 20-year-old renter who unbeknownst to me from our auto insurance conversation, had a 8-month-old at home - someone I would have assumed didn't need it prior to asking everyone.
Referrals - same thing - every person every time.
It became part of what we did.
Good service? Got anyone we can talk to?
Saved money? Got anyone we can talk to?
Good claim resolution? Got anyone we can talk to?
Email signature - Got anyone we can talk to?
Automated text/email to book 3x a year thanking them for business and.... got anyone we can talk to?
And sonovagun the referrals began to pour in.
When you make the commitment to do something as part of your process it is nearly impossible for you to not see a lift in that area of your business.
Do not try to improve in an area. Commit to it and see it grow."
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