Your insurance agency’s success largely depends on the success of your agents. When your team is closing sales and providing top-notch customer service to policyholders, it makes you and your agency look great. However, it is inevitable that even some of the best agents will fall into a sales slump from time to time.
It’s important to pay close attention to weekly and monthly numbers for each of your team members so when it does happen, you are ready to jump in and help them get past it. While all situations will vary, there are a few simple things you can do to get your agents back on track.
1. Address the agent(s) and discuss concerns.
Chances are your agents know what is happening if it has been going on for several weeks or months. It is also likely that this is building up frustration and anxiety, and is hindering motivation or creativity, which can all make the sales slump even worse than when it started. Yet, if they haven’t reached out to you for help, it’s possible they don’t know how to climb out of the pitfall.
This is why it is vitally important for you to make sure you discuss your concerns with them and begin to set a plan for improvement going forward. You can even ask them what they think you can do to help.
2. Boost motivation and confidence.
Sometimes one of the biggest factors impacting sales numbers is a lack of motivation and confidence in your team. One way to prevent this from happening or to sustain morale in the office in the future is to celebrate successes every day, even if they are small. Help your team members feel better about the work they are doing, rather than silently putting themselves down for not doing enough.
Another great way to boost motivation is by teaming unmotivated agents with motivated agents. Being around people who are driven can help create inspiration and trigger ambition
3. Change things up around the office.
Although this may cause a few grunts and sighs from some people, many of them will likely thank you in the end. Try moving people around to new desks and away from those who may be causing distractions. This will also force many of them to de-clutter their desks, especially if they have been sitting at the same desk for several years.
A different way to change things up is by having weekly practice for sales presentations, or role-play. Even some of the most experienced agents get used to saying the same phrases over and over, and if the sales results aren’t as good as they used to be, this could be the culprit. Set aside some time each week to have a few agents play out a conversation, followed up by a group discussion of the good techniques used and any suggestions for improvement in the future.
Learn More About ASI
ASI is one of the largest homeowners insurance carriers in the United States. Through a network of independent agents, the company offers home, condo, renters, dwelling, fire and flood insurance in more than 30 states, with plans to cover all 50 by the end of 2017. Find out more at americanstrategic.com.