Four Steps to an Insurance Team Makeover
By: Carletta Neal, The Omnia Group
- Consider retraining or repositioning some staff
Maybe you’ve noticed certain employees starting to fall behind – even those with experience or previously good performance records. Remember, in life and in business change is the only constant, and it may be the tactics these workers once applied are no longer effective in a post-recession market where objectives, client needs and overall expectations are now likely different. You may need to build a team with fresh perspectives.
- Balance, balance, balance
There’s a need for a younger, more robust sales force to join forces with established professionals as insurance reform, retiring boomers and dropping insurance prices offer the scope for greater growth. While seasoned veterans bring their time-tested insight and hard-knocks knowledge, younger, innovative pros make good use of technology and appeal to fresh-faced prospects. Identify the next generation of sales pros by finding those compatible with your work culture, objectives and management style.
- Get tech savvy…or hire someone who is
If you haven’t already heard of social media managers, you will soon. These are newly created positions filled by professionals who help agencies establish a presence on social media venues like Linked In, Facebook and Twitter. Social media marketing is more affordable than traditional advertising and is now the driving force in the generation of new business. Online social media allow insurance service and sales professionals to engage in their community, establish a friendly, accessible presence and promote their products and services in an unobtrusive forum available 24/7.
- Influence and persuade with good business communication skills
Chances are your sales and service staff interacts with a wide range of clients and prospects; the financial needs of today’s customer are far reaching, unique and, in some cases, unprecedented. Show your staff how to read the expectations and demands of clients. Verbal cues during phone conversations, as well as in-person gestures and body language can reflect whether a relaxed business approach or more formal one is needed.
It’s easy to check the pulse of your existing or future team by monitoring work strengths and challenges. Analyze how talent is flowing through your agency, stay ahead of potential performance issues, and prepare for tomorrow’s needs by using behavioral assessment tools like The Omnia Profile.
Now is the time for some serious people management.
About the author: Carletta Neal is a Senior Consultant for The Omnia Group, an international company specializing in employee selection and motivation. She is also a popular seminar speaker within the insurance industry and can be reached at (800) 525-7117 X1226 or via email at cneal@omniagroup.com.
NetVU Conference Sponsors and Exhibitors Come Through Once Again
The 2011 NetVU Conference was a success due in large part to the support of our exhibitors and sponsors. The trade show has a reputation as being one of the best in the industry because of the quantity and quality of exhibitors presenting a wide variety of products and services aimed at supporting NetVU member agencies.
The experience you have at conference from the materials you receive to the coffee you drink in the mornings, and the important and fun social events we all use for networking throughout are due to the generous support of our Partners.
So, please don’t forget to thank the 2011 Exhibitors and just because the conference is over it’s not too late to follow up with them, reach out if you didn’t get a chance to meet them and find out how they can help your agency do business better.
If you were one of our valued exhibitors or sponsors, call us to book your spot for 2012 NetVU Conference in Anaheim, CA April 26-28.
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PowerUsers Registration is OPEN!
Come network and share ideas with fellow users, and learn from the best instructors at the 2011 PowerUsers Conference. This is a one-of-kind event for AMS360 and Sagitta users you won’t want to miss! NetVU wants to provide you with the most up-to-date cutting edge information in the industry. So mark your calendars and register NOW! The Marriott Marquis in Atlanta, Georgia is where it is all going down. So come join us September 11-12 in Atlanta and be a part of this unique educational experience!
Vertafore Wins Top Honors in Celent-Insurance Networking News Customer Survey
In the 2011 Vanguards in Insurance Practices (VIP) rankings, Vertafore placed first in both the Insurance Horizontal Solutions and the Agency Systems categories and third in the Platform Technologies category.
Conducted by Insurance Networking News (INN) and Celent for the fifth year, this ranking asks insurers to name the technology firms that represent the “best of the best” in terms of the value they deliver. Insurance carriers in the U.S. and Canada ranked the top insurance technology providers across several categories, including vertical and horizontal solutions, platform technologies and IT services.
Congratualtions Vertafore from your friends and NetVU and our members.
The award winners were announced at an event held at the ACORD LOMA Insurance Systems Forum in San Diego last month.
Complete News Release