Communicate ‘Metrically’ To Your Employees

By: Tim Sawyer, President and Co-Founder of Astonish Results

Good communication skills and understanding your agency’s metrics are essential components to long term success. Poor communication skills, inadequate insurance sales training, and lack of direction are impeding the growth for many insurance agencies.

At any level, if employees do not know what the objectives of the company are, it will be impossible for them to realize their potential. The good news is that you do not need to be an expert to eliminate communication barriers. All it takes is the desire to improve.

The first step towards fostering effective communication and developing a world class sales culture throughout your agency is for business owners to understand their sales metrics. By understanding your agency’s s metrics, this will enable you to identify any areas of weakness, and then put a plan in place to get back in the right direction.

What exactly are metrics in the insurance sales space? They are simply the measurements applied to the most importance aspects of sales including:

• Inquiries 
• Quote requests 
• Customers quoted 
• Total sales 
• Premium per policy

Running your business based on metrics has proven to be successful as long as your staff members can understand their role and truly believe in the objectives of the business. For business owners, communicating ‘metrically’ is now the most effective way to show their employees the roadmap for success.

This can be done by running daily or weekly meetings that strictly focuses on metrics. During the conversation of the meeting, show your employees the hard numbers and facts of how your agency fared throughout the past month.

How much money was spent to generate each lead? How many leads were given to each salesperson? What were the closing ratios and the profits made for each agent? Most importantly, how much money did you agency make?

In order to begin to understand what your businesses sales metrics are, these are a few questions that agency principals need to begin asking themselves. Finding the answers to them will help to set new objectives and goals for your business and its employees.

No matter how well your business is doing, it can always improve. If your salespeople closed out 25% of its qualified homeowners leads last week, can this number be improved to 30% in the following weeks?

This is how you can communicate metrically to your employees and help show them areas where they can improve. Ultimately, you can further establish the expectations of your business. Communicating metrically to your employees will help your agency overcome obstacles and guide it on the path towards success!

As the leading provider of digital marketing and training services for the independent insurance industry, Astonish Results is perfectly poised to lead business owners, like you, to success. With the creation and implementation of a blended online strategy and a personalized social media plan combined with the most effective training tools, we can help change your agency forever.

We can help you set agency goals! Call us today at 1.888.899.1936 to speak with a dedicated Astonish Results representative who will schedule a tour of our unique insurance marketing system for you, or sign up here for a FREE virtual presentation today!