daily

Return Calls

anyone leaving any message for me

Callers who leave messages for me will be assured I care and be served quickly. 

daily

Agency Visits

five to seven agency principals and any staff they invite to join us

Setting and keeping appointments for face-to-face time will help build loyalty and speed communication.  I want to monitor the condition of their offices and see how they interact with our insureds.

daily

Sales Tip Email

all agency contacts

Sending suggestions concerning sales techniques and front-line underwriting tactics gives producers and CSRs new insights and encouragement.

weekly

Complements for Owners/Managers

agency Owners/Managers

This makes owners/managers feel appreciated when they succeed and reminds them we care when they falter.

weekly

Complements for Producers & CSRs

Producers & CSRs

Sending individuals emails recognizing their successes keeps the lines of communications open and encourages front-line employees to include me and my employer more often.

monthly

Newsletter Memo

agency Owners/Managers

This email correspondence makes them aware of what I have discovered (which can help them grow their books) during the week.  This should also tell readers: “Take a look at some of our successful submissions…”

monthly

Conference Calls

agency principals and any staff they invite to join us

This telephone meeting will help me make announcements and encourage participants to discuss their hot topics.  We will also have guest presenters from other departments (e.g., Claims, Underwriting, Loss Control).

as needed

Mediation of Negotiations

Producers & CSRs who think underwriters are unsupportive

Encouraging sales people and underwriters to dialogue and negotiate with each other whenever sales people offer risks our competitors are willing to accept will help us be more competitive and grow our PIF counts.

quarterly

Production Reports

agency Owners/Managers

This email, to each agency, with the attached agency report will help owners & managers know where they stand in relation to their production & profitability goals.

quarterly

Incentive Contests

Producers & CSRs

Encouraging sales people and underwriters to set goals and write personal prospecting plans to increase their sales production will keep people interested/enthused and communicating with us.

quarterly

Meeting to Update Agency’s Documentation

agency Owners/Managers

Reviewing the agency’s documentation of the insurer’s contact information, guidelines, and applications will give me the opportunity to make sure the agency is using our resources in the best ways.

quarterly

Questions for Unusual Risks

Producers & CSRs

Emailing updated editions of this document (with the month's newsletter memos) enables sales and service personnel to learn about their region and begin asking extra questions more quickly when more information is needed to supplement applications.

semi-annually

CE Approved Training

Producers & CSRs

Presenting state-approved training, from my employer's point of view, will encourage licensees to learn and use what I present. 

annually

Conventions

attendees

Staffing booths at PIA, Big I, and other conventions should be used to accomplish several goals such as setting follow-up appointments with attendees.