Focus: the center of interest or activity.
Focus. It doesn’t get the respect it deserves in the world of insurance and business in general. We always are hearing about stress, emotions, motivation and leadership, but not that much attention is paid to one of the best secrets of top insurance agents.
The secret to top agents’ success is not simply luck, hard work, personality, or location. The secret is that they do things differently and how well they can focus. They concentrate their efforts on the highest value activities.
As Client Focus empowers you to focus and connect, you’ll see an increase in revenue, retention, and referrals. Contact us today!
One of the first things you will notice about leading insurance agents is their laser focus. They spend their time on things that drive success and offload everything else.
Here are four ways that top agents focus to produce success.
Specialize in Highest-Value ActivitiesTop agents are sensitive to opportunity cost. Where some agents are always busy but struggle to produce, top agents avoid activities that don’t maximize their economic value. Instead, they spend their time creating opportunities to grow their business. That means focusing on these five activities:
-Coaching and mentoring their teams
-Winning This is in contrast to task work, such as supervising, doing paperwork, filling the funnel, and other distractions that pull agents away from creating value and growing their business.
Delegating and Mentoring Delegationis difficult for high performers, but top agents know that they can only scale if they can develop and trust their teams. This means leading and managing, rather than just doing. Delegating and outsourcing enables top agents to stick with their core competencies. Top agents don’t say, “I have to do everything myself,” or, “I worked all day and didn’t get anything important done.” Some examples of things that top agents delegate or outsource include:
-P&C policy writing
-Applications and paperwork
-Regular client communication
-Resolving most client problems
-Calling their book & managing scheduling Many top agents still handle high-profile clients directly, but they are very selective about it, and they prefer that someone else on the team get experience if possible.
Optimizing their Portfolio.It’s important to focus on a portfolio that balances consistent monthly revenue with opportunities for high margins. For many top agents, this means a steady flow of P&C business combined with frequent opportunities to sell life and financial services. While establishing this balance, attention must be given to the score card. Ensuring that all targets are met can trigger significant multipliers and other rewards.
Emphasize SellingAll of these optimizations are designed to help the agency focus on selling. When it’s all said and done, the words of one top agent ring true: “If I had customers sitting in front of me, I could sell all day!” Everything comes together when you have more opportunities to sell, and you maximize each opportunity’s potential. That means doing the following:
-Keeping the calendar full of client appointments
-Investing in a producer with a clearly defined role
-Meeting clients face to face
If you start becoming more laser focused as an insurance agent, the result will be better quality work, success and achievement of your professional goals.