So many times toward the end of the year we all start thinking about how to improve ourselves or start off the business New Year right.


But we often forget to return to the basics of what got us to where we are today. Stop and think about what works for you or look at what used to work for you and just do it a few more times or look at how to improve upon it; do it better. Everyone says they never have enough time. That's a cop-out. If it's important to you, you'll find the time.


I just returned from the WIFS National Conference where they had this session called "Fast & Furious." It was amazing. Everyone had 90 seconds to share a best practice that helped them take their business to the next level. So I want to share a few with you that resonated with me:

  • 6 boxes – All you do is take a piece of paper and draw a grid with six boxes on it. Or if you're like me, you create a template on the computer. Each day you write a Revenue Generating Task that you performed in one of the six boxes. You do this throughout the day until the grid is filled.  I can say I've personally started all my producers doing this. We actually have a list of Revenue Generating Tasks they came up with and we're all doing this, even me. We have seen new business increase 20 percent in one month by just refocusing our efforts.
  • Outside-the-box networking – So many of our referral sources want to connect with you personally and get to know you before they start referring. Instead of the constant coffee that everyone does, change it up. If you're a woman, take a female CPA to get a manicure. You're captive, you can talk about what each of you does and no one is checking their phones. If you're a man, think about doing it over an afternoon game of pool. If it's mixed company, ask them to grab a slice of pie with you. Do something outside the norm and you'll be remembered and stand out in the endless see of insurance brokers.
  • Create a community advisory board – The main purpose of this board you're creating is to help your status in the community. It's important to get people outside of your industry who are in different circles. Everyone thinks about the attorneys and CPAs but what about the hairdresser, the preacher or rabbi, or the school administrator? These people all run in very different circles than you and can help establish your credibility in their existing networks.

I encourage you to take a step back and just ask yourself: How can I do more? How can I do it better? All you have to do is flip the switch and you are off to the races for a great year.

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