I often think about what could occur if we brought our strategies to the carrier side or to a different industry. Would it be easier to change culture and behavior? Would the results be more dramatic? I’ll never know because insurance is like the mob. Once you get in, you can’t get out and if you do you will be back. I say that kidding because I love this industry and what I do!
I have a feeling this blog is the one that will be passed around the office, similar to our 52 Account Rounding Tips and Our No Cell Phone Blogs. And it should be passed around for everyone to hear!
Everyone stop fighting change.
Stop thinking the world will end.
Stop doing things the way you always have.
Be humble. Be teachable. And understand no one is out to get you
I say this because in the month of December APP was hands down part of more write ups, terminations and touch conversations with agency personnel than ever before. Yup, this is the part of the job that is necessary. As we start bringing structure, tracking and training you would be amazed at the road blocks people throw up. After 90 days when most of the team has signed on there are the last few ones kicking and screaming who just become irrelevant and unnecessary.
I wanted to right this blog because I often think, “What would happen if you refused to do something or just got too busy to do it if you were working for a carrier?” Maybe a write up, then termination? Depending on your attitude they may go straight to the second option. But in local agencies owners put up with far too much unprofessionalism and push back. Somethings are just not optional and agency staff need to adopt new ideas quickly and with excitement.
When your agency owner comes to you with a new idea, proactive renewal calls, referral program, or new technology don’t let your initial reaction of FUD – Fear Uncertainty and Doubt – take over. Stop and take a breath. Remember this isn’t brain surgery. It’s insurance. No one’s life is at risk. Instead of providing every objection or, worse, saying you get it but have no intention of doing it keep an open mind. When your entire team of coworkers is rebelling against the program, be the one that sticks up for it. Moving with the tide is easier than swimming upstream.
Here is my encouraging part, change is challenging. There will be moments of discomfort but (and this is reality) when an agency is shrinking, discomfort multiplies. Almost all the agency owners I know aren’t changing something to punish you. They are changing something to give more back to you. This could be a new staff member, pay, more benefits, etc. Remember, agency revenue doesn’t grow on trees. It has to be earned and the entire team needs to participate. When there is new accountability and new ways of doing things, work on adopting it and not rejecting it as you may be the next one getting written up. The market is changing and carriers are cutting commissions so every agency owner is looking more closely at their business.
I write this blog not to scare you but to keep you aware of the reality of running a business. Until I ran my first business I didn’t totally get it. Business are like a child – you want the best for it and for the family of people that are in it. You don’t get the best by sitting idle. You get the best by pushing forward, embracing new technology and improving service and sales. If you want to work for a mediocre agency then stay doing what you are doing but if you want to be the best then listen, change and challenge yourself to rise to the occasion. It’s your call, it’s your career and the agency has the right to have you on the team or relocate you out of the company.
