we will begin at half past the hour! welcome to: planning for success in 2012 today’s presenter:...
TRANSCRIPT
We will begin at half past the hour!
Welcome to: Planning for Success in 2012
Today’s Presenter:David EstradaFounder & Managing Director of Rainmaker Advisorywww.rainmakeradvisory.com
Brought to you by:www.insurancecommunitycenter.com
“Rainmaker’s mission is to help insurance professionals grow their practices and flourish! We provide sales coaching, professional development programs, tools and vendor resources, outbound marketing campaigns, PR & Media relations services, strategic growth plans for insurance agencies......and much more."
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Today’s Agenda!
• Assessment Methodologies for Evaluating your practice
• Establishing YOUR metrics
• Re-examining your market, clientele and the competition
• Planning Guides and Best Practice Tips
• Execution, Monitoring your plan, and making adjustments
• Follow-up Packages and Resources for attendees
• Established December 2008 In Portland Oregon
• Offices in Oregon, California and New York
• Focus on providing services to retail insurance broking firms ranging from $2M to $20M of annual revenues
• Relationships with approximately 7,800 Insurance Agencies and Producers of all practice disciplines nationwide
• We maintain both Affiliate Solution Provider Partners and Endorsed Vendor Solutions
• Resources and Tools Library of approximately 1,200 templates and best practice resources
• Average tenure in the insurance industry of our professionals: 32 years
• Backgrounds and experience of our professionals include production, single and multi-location agency operations, Mergers and Acquisitions (M&A), senior leadership positions in top 10 public brokerages, and practice specialty group leadership - all within local, regional, national and global insurance broking segments, public and private
• We are now the 4th largest consulting firm in the US dedicated to providing services to the retail insurance broking sector
About Rainmaker Advisory
“Our Mission is to help insurance professionals grow their practices and flourish!”
We provide an outsourced sales campaign of coordinated services which include: 1) e-mail marketing 2) surveys and polls 3) webinar hosting; and 4) PR & Social Media in order to achieve synergies with the campaign
We demonstrate to insurance agency owners and brokerage leaders how they can scale their organization's on a sustainable basis through our consulting services and vendor resources
We show insurance producers of all practice disciplines how to win more new business and successfully manage the growth of their book through our sales coaching and professional development programs
We provide a cloud based environment with tools, templates, best practice vendor resources, collaboration forums, CE Credit Courses, On-Demand Training Webinars, and ability for users to grant permissions and access hierarchies to co-workers, clients and prospects
ASSESSMENT METHODOLOGIES
Planning Methodologies Examined: “You don’t have to throw spaghetti on the wall and see what sticks!”
Qualitative: Achievement/Accolades/Recognition
Process Driven: Metrics by count and volume within phases of the sales methodology used – activity/results
Initiative Driven: essentially ‘maps’ pre-pipeline efforts
Business Drivers: new vertical, new location, acquisitions, book purchases, new programs, new capabilities, new services, etc
A CLEAR ASSESSMENT OF YOUR PRACTICE IS KEY TO THE PLANNING PROCESS
• Book Analysis• Caliper• Skills Analysis• Best Practices Analysis• Metrics Analysis and Benchmarking• Cash flow analysis and projections• Operational Analysis
“Establishing the ‘point of origin’ for any journey is critical to success – this must be precise!”
ESTABLISHING YOUR METRICS
Sales Process Metrics: establish ‘count’ AND revenue for each phase of your sales methodology
1. Preliminary Phase: ‘a staging area’ for leads and suspects
2. Research Phase: you are performing research and developing your approach
3. Discussion Phase: by phone or e-mail or the first ‘meet and greet’
4. Discovery Phase: A substantive fact-finding meeting with your prospect
5. Capability Phase: A meeting that communicates your capabilities and services, your resources, your process of managing a client’s business over a 12/18/24
month period, your team’s credentials, etc
6. Marketing Phase: Bid specs, marketing, negotiation, spread sheeting, reporting of results
7. Awaiting Decision: the period of time where you pace up and down the office wringing your hands waiting for the ‘green light!’
8. Won/Lost: the results
Once you’ve established the ratios between the counts and volumes by stage – you now have a working model to establish reasonable goals
It’s okay to pick one or two metrics to focus on
For Developmental producers: focus on the metrics at the beginning stages
For Veterans: most tend to gravitate towards total volume in the pipeline and ‘awaiting decision’ phases
It’s easier and more effective to ‘add a vertical’ or new sales initiative than it is to just increase activity in the same vertical or program
THE MARKET YOUR CLIENTELE
& THE COMPETITION
• Google• Yahoo Finance – analyst reports• Whitepapers • Reports from ‘the Big 3’• NBER• Competitor websites• Monitoring of ‘agents of change’ through GoogleAlerts
Research takes less time than you think – and it can be both fun and revealing!
PLANNING GUIDES &
BEST PRACTICE TIPS
PLANNING GUIDES & BEST PRACTICE TIPS
• Examine 3 Year History• Analyze Your Book• Where did your business come from?• Who is an ideal client?• Narrative of last 12 months• Narrative of challenges faced• Establish Goals• Establish Prospecting Methods• Identify Sales Initiatives & Verticals• Identify Training/Resources Required
EXECUTION
MONITORING YOUR PLAN
MAKING ADJUSTMENTS
• Dedicate the time to start planning – you can do it in two or three afternoons!
• Pick a start date: calendar year? Fiscal year? Choose!
• Best practices are to update your pipeline weekly
• Operational/Qualitative Goals/Business Driver Plans can be monitored and measured quarterly
• It’s okay to adjust/add/modify along the way – that’s where best practice development and continuous improvement live!
• Run it by a colleague/partner/advisor to gain input and suggestions
FOLLOW-UP PACKAGES AND RESOURCES FOR ATTENDEES
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COMPLIMENTARY FOLLOW UP PACKAGE FOR ATTENDEES:
For Additional Toolsets and Planning Resources – please visit our website. We have a section dedicated to 2012 Planning which includes tools and a producer skills assessment
www.rainmakeradvisory.com
Thank You!For more information about Rainmaker Advisory and
our services, please go to:[email protected]
503.716.8449 (direct)
Upcoming Insurance Community Center & University Webinars:1/19 – Captives Presented by Marjorie Segale1/18 – Commercial Property for CE Credit1/25 – Commercial General Liability for CE CreditAnd tons more!