What Do Insurance Account Managers Want
We have the pleasure of working with a lot of account managers from different agencies, and it turns out, many insurance account managers want the same things from their leadership.
“And so we have to work through and say, well, what’s going on? Why are we so busy? What can we do differently? And when we do that, we start winning.”
Because here’s the honest truth: a lot of the time, account managers can present as stressed out, overwhelmed, and always running around. This can confuse agency leadership, and what we’re seeing is that there’s a gap between the two parties, which needs to be bridged.
Here are some of the universal elements that insurance account managers want, which can help them accomplish their job with ease:
1.Priorities
One thing every insurance account manager wants is clarity on priorities. If a client comes in upset about rate, an endorsement comes in, and a piece of new business comes in, many account managers may feel frazzled about which to tackle first. This can be overwhelming, and make them feel like an avalanche is piling up. We encourage agencies to identify structure and priorities as much as possible. And account managers, here’s a quick tip: you can ask the simple question “When do you need this by?” to help you manage your workload and prioritize tasks.
2.Structure
All insurance account managers want clarity on structure. They want a layout of how a day works, and what should happen when, which isn’t always easy to do in insurance. One way we can embrace structure is by proper organization. We can use techniques such as time-blocking and say “This is your quiet time here.” This will allow account managers to retreat, get organized, and come back more effective.
3.Checklists
We’ve found that every account manager loves checklists. It might initially seem like more work, but the truth is, there are so many details in an insurance day. Checklists can help account managers stay on track and make sure all those details are completed. Checklists also give insurance managers an idea of priority, and what’s most important to finish.
4.Recognition
All hard working people love recognition for their efforts, and insurance account managers are no different. It’s easy for leaders to see issues, because they’re focused on problem-solving, but we don’t always champion successes. Account managers don’t tend to be as boastful as salespeople, so leaders need to be intentional about highlighting their wins.
By stepping up to the plate to meet our account manager where they are, we can help smooth workflows at our agencies, ease stress, and make sure our insurance teams are set up for success.
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