Insurance and benefits agencies need to make changes to become sales organizations. Here are the changes you need to make to attract and retain employees and clients.

1. Changes you need to
make
to grow your
insurance agency

2. As we interview agencies for admission
to our network, we assess their current
situation in 7 areas key to success, the
“safety net” if you will.
The following slides are a summary of
what we see in a typical agency.
How safe are you in each area?

3. Sales
Marketing
Team
Solutions
Operations
Culture
Vision
Key
A clear weakness
Holding you back
A clear strength
After each section, see how this
wheel shows a collective
picture of the agency safety net
based on the Key below.

4. Typical Agency

5.  We have no formal sales
process
 There is no cohesiveness
among our sales force
 Our pipelines are mostly emp
 We provide no
stewardship reports
When we
ask about
SALES, we
most often
hear

6. Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision

7.  No strategy or defined message
 Target audience is reasonably well defined by
demographics but not values
 Communication effort is inconsistent at best
 Agency brand tends to look like every
other agency
What we learn about your
Marketing efforts

8. Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision

9.  Service team stays in
office
 Reasonable role clarity
 Little to no accountability
 Moderate team
cohesiveness
 Good tactical, but not
strategic, leadership
In terms of
TEAM
development

10. Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision

11. We have a robust offering of solutions, but the
utilization of those solutions by our clients is
almost non-existent
How effective are you at putting the
right SOLUTIONS in place for your
clients?

12. Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision

13. When it comes
to
PROCESSES
&
PROCEDURE
S
 We are consistent in our
execution, but have not
formally documented our
processes and procedures.
However, the team is
reasonably disciplined in
how they operate.

14. Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision

15.  Due to failed past initiatives, we are reluctant to
change
 We are proud of our service culture, but it
sometimes hurts our sales focus
 It’s a good thing we have a good team because we
are not effective at performance management
 We do not have personal growth plans in place for
our team
The BEHAVIORS & CULTURE in
our agency

16. Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision

17.  The owner has both a very
clear Vision in his/her mind as
well as a strong sense of
WHY (purpose). However,
there is only moderate
understanding of either by the
rest of the team
 No plan has been created to
make the Vision a reality or to
execute on the WHY.
The
VISION of
our future

18. Key
A clear weakness
Holding you back
A clear strength
Sales
Marketing
Team
Solutions
Operations
Culture
Vision

19. We’re guessing your situation is pretty similar
to the typical agency.
This is a time of unprecedented change for
insurance agencies. Having a strong “safety
net” under you is critical to finding the
confidence to embrace change.
Visit us at www.Q4intel.com to learn how we
can strengthen YOUR safety net.