Your 2018 Agency Business Development Strategy

Ready to make a major impact with your business in 2018? You can with a solid business development strategy. Creating an effective business development strategy doesn’t have to be a daunting task (we’ve broken it down for you). Though it may not be as difficult as you may think, only about 15 percent of insurance agencies actually have a written plan in place, according to Insurance Journal.

Your business development strategy will serve as a roadmap to guide you and act as your benchmark for monitoring your progress and hold you accountable to the goals that you set.

There’s no better, and smarter, way to make sure this year is your most successful yet by creating a strong business development strategy. Here’s how to do it.

Here’s What Your Business Development Strategy for 2018 Should Look Like

Set Some Goals

Pablo Picasso said it well, “Our goals can only be reached through a vehicle of a plan, in which we must fervently believe, and upon which we must vigorously act. There is no other route to success.”

It’s difficult, or near impossible, to get behind something you can’t clearly visualize. Without goals, you will lack focus and direction. Setting goals can seem overwhelming for many, which is why we’ve broken it down into:

  • daily
  • weekly
  • monthly
  • quarterly
  • annually
  • per client

Then, you can start asking yourself all of the “w” questions:

  • What do I want to accomplish?
  • Why is this goal important?
  • Who is involved?
  • Where is it located?

Make every single one of your goals SMART:


By breaking up your goals this way, they will be way more attainable than you think. Here are some tips to setting SMART goals for your 2018 business development strategy.

Develop a Plan to Check In

One of the most important things you should include in your business development strategy is to check in—check in with your existing clients. Always. Consistently. Ask existing clients if there are any new changes that you may not be aware of: a new car? New house? Your clients are expecting you to consistently review their needs and provide sound advice. Just be wary of pushing too hard. Listen to your client, respect them and put their immediate needs first and do what you can do to lower their rates. Stay in the know of any changes in the insurance industry and your clients’ lives.

Develop a Follow Up Plan

Always have at the ready a follow up plan for your potential clients. Remember that most people don’t know that much about insurance and need a clear understanding of what it is and why they need it. Make a phone call! Email them! Shoot them a text. Whatever their preference of communication is, do it. Never leave your clients hanging or left in the dark. Stay top of mind and help be that guide that they need in the evolving and sometimes confusing world of insurance.

Using these tips to develop your business development strategy will help you to figure out where you are now and where you need to go to find success as an insurance agent.

Pivot Your Insurance Agency Towards Sustainable Growth Are you an insurance agent who feels that your agency is stuck? Is your team grinding new leads each month yet your agency never seems to grow? Client Focus has worked with thousands of agents over the past 15 years just like you. Our purpose is to help your insurance agency pivot onto a path to sustainable growth.

A Practical approach to building sustainable growth for your insurance agency

By Client Focus | February 13, 2018 | insurance agency success |
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