Page 41 - COVID-Proof-Your-Agency

Chapter 5 – Move into the New Normal | Blew, Caldwell, Masiello

coaching, and mastermind opportunities that are especially valuable right now. You can

find the appropriate SIAA local Master Agency contact at www.siaa.net. The agent must

be committed to developing their agency and adopting new sales strategies in order to

take full advantage of the opportunity to increase their revenue. This opportunity will also

allow the agent to negotiate appropriate changes to production goals with the insurance

companies, due to the anticipated reduced new business production during the pandemic.

9. Insurance Companies: Agency principals will also need to evaluate the insurance

companies they represent. Were your insurance companies true partners during the

pandemic? Did they offer you enough support and help you to sustain your business

operations? Did they serve your clients well? If not, maybe it's time to realign your

carrier representation and consolidate your premium to maximize revenue.

10. Insurance Company Services: You should review the services and benefits that are

available to you and your clients through your key carriers. What services are you not

currently using? What services did you use during the pandemic that were very beneficial

to you and your clients? There is a new normal to the client experience. Clients were

increasingly demanding to do business when convenient with them and the crisis has

made 24/7/365 the new standard. Clients have rapidly grown accustomed to video calls

and other ways to communicate that don’t involve in-person meetings. This too, is part of

the new normal. It now means that aggressive agencies can sell, and service clients

located anywhere. This is either an existential threat to your business or a tremendous

opportunity. The choice is yours. Many of the carrier services are designed to help you

provide the best service to your client in the digital world and your client has learned to

appreciate them. Make the new normal include these new products and services and learn

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