One of the most important factors to being successful is to make sure that you’re continually improving. Benjamin Franklin said: “Without continual growth and progress, such words as improvement, achievement, and success have no meaning.” The problem is, it’s easy to let your goals slip away without a good plan in place to minimize stress and better your performance.
When was the last time you evaluated your path to success? If it’s been a while, here are 3 things to consider doing in order to help you get there:
#1- Execute a Plan to Protect Your Existing Book of Business
This is one of the biggest stressors that producers face—ensuring that their clients are still feeling connected, engaged and working in alignment with the agency. We often hear, “I’m so busy managing my book of business that I don’t have time to develop new business opportunities.” So, in order to prevent this from happening we suggest that you plan ahead. Determine which accounts drive 80 percent of your revenue, then calendar regularly scheduled meetings with them in order to conduct assessments, establish action plans, and measure the improvements to their business.
#2- Identify and Monitor Your Key Performance Indicators
A few examples of these are research calls, face-to-face meetings, COI meetings, and marketing emails. Most producers don’t block out time on their calendars for anything other than meetings. For example, many will use a free hour here or there to make phone calls, but nowhere on their calendar is there time to follow-up with those prospects…the time spent calling becomes time wasted. So make appointments with yourself to develop thought leadership, send out messaging, and make prospecting phone calls. Just be sure that you are treating the appointments you make with yourself with the same level of importance as those you make with others.
#3- Modify to Stay on Track
Don’t be afraid to modify your plan if it’s not working. Schedule your own performance review time to ask yourself if you’re meeting your goals and what activities should be increased or reduced. And, don’t forget to reward yourself for any growth and improvement that you see.