I have no choice is a common sentiment among businesses: “The competition is doing it, so we have to do it.” The insurance industry is ripe with traditions that agencies feel they must follow because “it’s always been done that way and really, how can we effectively compete if we’re doing something different?”If you believe that you must follow suit with things your competitors are doing or offering, then you’re letting your competitors determine your business model and shape your company values.Following the competition puts a limit on creative thinking and implementing any innovative practices in your business. If you…

I recently attended my son’s 8th grade “Gold N” ceremony.  To brag a little, the “Gold N” is awarded to those students who maintained an “A” average throughout their middle school career.  One of the keynote speakers was the district’s Teacher of the Year.Now, this particular teacher is one of those rare individuals who knew what she wanted to do from a very early age.  She knew from the time she was still in elementary school that she would be a teacher.  Obviously, given her recent award, she was right.  Not only did she know what she wanted to do…

Providing great client service is a claim that nearly every insurance agency makes. Being able to provide that great service, versus just promising it, is dependent on a number of things being in place.It begins with a definition of what great service means to your company.  And that is dependent on what you would like the client to experience every time they have an interaction with your company. Which is dependent on…well, let’s just take a look at how this works. Defining the company Starting from the top, the purpose of your agency must be clearly defined so everyone knows…

I believe that selling is basically a transfer of confidence and passion.  When you are selling, you are working to give your prospect confidence that you bring a better solution to their situation than does your competition.  You are working to give them passion about addressing the situation that your solution is intended to address.  Confidence and passion are just like anything else.  You can’t give away what you don’t possess yourself. Confidence and passion may not be tangible in the way that you can hold something in your hand, but make no mistake, people can clearly see whether you…

We talked recently about managing the changes insurance and benefits agencies are making as a result of the changing business model. One of the questions we hear a lot in these discussions is “Whose responsibility is that?” And it’s a good question.  One that needs to be explored within your own structure.  We can give you some ideas, but we can’t answer it specifically because each agency is as unique as the people within it. You might already be set up to deliver in some of these areas, or you might need to bring in new people, reallocate resources, or…

I am an avid runner.  For me, running is as much a mental exercise as it is physical.  I find that I do much of my best thinking and problem solving on a run.  In fact, I think that my time spent running is when I’m most creative.I have a bit of a problem though; I can be a creature of habit.  When I find a favorite restaurant, I tend to go there pretty regularly.  When I find a favorite item on the menu, it's not unusual for the waiter to know what I’m going to order before I say…

Running a business is difficult.  Even under the best of circumstances, it will occasionally stress and test the best working relationships.  Add to the mix, owners/leaders who don’t like, trust, or communicate with one another and the results can be devastating.Unfortunately, I see the situation all too often where one or more of these vital ingredients is missing.  It holds back the best companies and threatens the sustainability of the rest. Like Let’s start with liking the other owners/partners.  To be honest, you don’t have to like one another to be successful.  It’s great when that’s the case, but being…

Sometimes we just start digging. We get dirty. And we're up to our knees or even our head before we stop and ask "What are we doing? And why?!" And that's when it's time to talk about tactics and strategy.I see a lot of confusion about the difference between the two. And most of the time it’s not because people don’t understand the difference, it’s because they’re not even aware there are differences.Strategies are defined plans you put in place to achieve a major company goal. Tactics are the specific actions you take to fulfill that plan. Example: Goal -…

Dance like nobody is watchingSing like nobody is listeningLove like you’ve never been hurtWork like you don’t need the money This is one of those classic quotes that has as many versions as it does credited authors.  But really, could you be given better advice?!  And, how amazing would it be if you actually followed this advice?! As different as each might be, the two things they all have in common is that they require confidence and passion.I’m not sure about the first three, but I do think that if you work with confidence and passion and like you don’t…

I was recently talking with dad about education and career development, and he told me about an opportunity he was given early in his career. The opportunity was definitely interesting, but his response is what really struck me as so notable.He was taking summer classes at a small state university a few years after graduating.  One of his classes was taught by a visiting professor from UCLA who quickly recognized that my dad was an exceptional thinker and could quickly analyze and create strategy. The professor thought he should pursue this gift and study for his doctorate. The professor offered…