Super Agent

Archive for January, 2017

Are You an Intrapreneur?

One of the many benefits of being an agent is that you have the opportunity benefit from the structure of an agency, and the freedom and flexibility to shape and grow a business to reflect the life you want to build.

As an intrapreneur you have the best of both worlds; the ability to select the profile of your perfect client type and the service team to support your delivery of service and value. The autonomy to create a vision for the lifestyle you want to create for yourself and your family with the backing to help you get there.

As an intrapreneur you didn’t have to secure a loan to buy a building, lease equipment or create the infrastructure of an agency. You aren’t responsible for making payroll or building a brand.

With all its upside, being an intrapreneur is a pretty sweet deal. But with this tremendous opportunity comes a level of responsibility.

The responsibilities to select clients that will help your agency grow profitably;

The responsibility to work on the type of business that leverages the capabilities of your team;

The responsibility to never stop growing and never settling for ‘good enough’;

The responsibility to walk away from prospects who commoditize you and therefore devalue the work of your support team;

The responsibility to continually learn, grow and develop so you can protect your asset and the reputation of your agency;

And, finally, the responsibility to nurture and protect the brand that someone else risked so much to develop.

You’ve got the best of both worlds as an intrapreneur.

Leverage, protect it!

What’s Missing

As we move to the halfway point of 2016, what better time to evaluate the progress you’ve made thus far?

Some of the key concepts we’ve shared this year can be segmented into three different groups:

Strategies to attract new business
Strategies and tactics to make selling more effective
Ways to help you protect your existing book of business

Day to day we tend to get caught up in the needs of our clients and business, leaving little time to focus on our individual professional growth and personal development. As important as it is, focusing on remaining sharp and competitive can take a backseat.

With that in mind, now may be the perfect time to assess where you are year-to-date and what areas of your business practice you may want to improve upon. To help you organize your thoughts, here are a series of questions to consider:

Concerning the pipeline of opportunities

• Do I have a solid list of prospects to message each month?

• Am I sending purposeful emails that are piquing the curiosity of my prospects?

• Have I had enough first appointments over the past six months to allow me to walk away from the opportunities that aren’t a good fit, but still have enough quality ones to work on and meet my financial objectives?

When it comes to my meetings with prospects:

• Have the first appointments I’ve been on been with the quality of prospects I want?

• Am I advancing the sales process confidently?

• Am I identifying pain and raising levels of dissatisfaction with my prospects?

• Am I gaining agreements and reinforcing those agreements throughout the sales process and prior to sharing solutions?

When it comes to your existing clients, ask yourself:

• Am I confident that my top-20 accounts are seeing the value of our relationship?

• Can I clearly articulate the impact I’ve had on their business should I be asked?

• Have my top-20 accounts helped me get in the door or referred me a colleague?

There is a lot to think about here, but it’s critical that you ask yourself these questions. If you don’t you’ll likely never identify what you’re missing, and of course never put a plan in place to help yourself get better.

Your challenge: Take a few hours this week to answer these questions. You may be surprised at what you discover.