- Know it all. Be the point of contact for your clients' insurance and HR needs. That doesn't mean service all those related functions, it means be the person they turn to when they need help locating answers and experts.
- Give yourself time to properly prepare for a renewal, enrollment, or initial meeting with a prospect. If you don't, that doesn't mean push your tasks off to others. Be accountable and set the example.
- Think outside the core. Put in ancillary coverage when the core benefits get watered down to offset the difference. Or put in ancillary benefits when the rates stay relatively flat since the group may have the funds.
- Your employees are your biggest asset or liability. Training your staff is your responsibility as the owner. So either do it yourself or if you have an employee do it, make sure that employee is up to par.
- People like doing business with their friends so get to know your clients.
- Act the way you want to feel.
- Get to know the UW with your top three carriers. Once they know you and the type of cases you turn in, you can negotiate better (for "rushes" and sometimes more lenient UW decisions).
- Even if you don't need the credit for CE, you need the knowledge.
- Ask your clients for referrals. Ask your employees what areas they are most interested in and steer their responsibilities that direction when you can. Ask your reps what you can do to close more cases. Ask your local insurance industry chapters to provide education in an area you have an interest. Ask your prospects for the business.
- Don't beat yourself up if you don't meet every goal. The very act of setting them and dwelling on them means you will accomplish far more than you would have otherwise.
