Insurance Agency Problem Hacks | Insurance Agency Playbook

Welcome to another episode of "The Insurance Dudes," where today we'll be diving into the art of effective problem-solving within insurance agencies. Our guest, Jason Feltman, brings a wealth of experience to unpack strategies that not only streamline agency operations but also empower teams to tackle challenges head-on. Jason emphasizes the importance of establishing clear processes and leveraging a scientific approach to decision-making, ensuring that both sales efficiency and team dynamics are optimized. Tune in as we explore how to minimize daily disruptions and foster a proactive work environment, ultimately leading to greater productivity and success in your agency.

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Transcript

Speaker 1: 0:00

Man, I used to run into so many problems in the agency and I was running around with like a chicken, with my head cut off. All you know. You have a hundred emails that come in, you have clients that come in, you have a team that needs you on the fly, and it can get very stressful. And I remember thinking how do you juggle all this stuff? Insurance dudes are on a mission to escape being handcuffed by our agencies. How? By uncovering the secrets to creating a predictable, consistent and profitable agency sales machine. I am Craig Pritzker, I am Jason Feldman, we are agents, we are insurance dudes, and so what I want to talk to you about today is how to solve problems. This is very important and it's very basic, but there's a way to help your team solve more problems so that you don't have to. So let's talk about this first and we've talked about this before on the pod but all of our team should not come to us with a problem that they have not tried to solve. The first question that I have to my team, if they bring me a problem, is what have you done to solve this problem? And it better be more than one thing. They, not just. I tried this and then I stopped and I asked you no, no, no, we wanna empower them to learn how to find solutions, because most of this stuff is trivial and it can really pull you out of your day to day and you get lost in the weeds as soon as you get pulled in that direction, you don't see the forest for the trees, you can't make the big decisions that matter in your agency. So what do we need to do? Well, we need to figure out what are the objectives. What are the objectives? The reoccurring objectives that we have in our agency, like sales. So, if you are an agent that needs to sell, the first thing that you need to be thinking about is what's a process that we should have? Right? What's the process? It can't just be no process, otherwise you're going to be having problems all the time, right? So we know that if we have to sell in our agency, we need a process.

Speaker 1: 2:28

Okay, what are the big parts of a sales process, right? How do we? Well, first, it's leads, something. I don't care if you're doing walk-ins or you're going to the chamber of commerce or you're buying leads, it doesn't matter, right? But you do need people to talk to. So that's part of it, right, that's part of the process. So then we need to figure that part out. And then we need to figure out well, what the heck, what do we have Like? What is our unique selling proposition? What do you have as an agency? That's the difference, right, it's got to be something else. There's a bunch of agents with policies like figure out your offer.

Speaker 1: 3:16

And so, since we know these parts, we have to look at it scientifically. So we know we need leads, we know we need an offer. We need to figure out how we position that and let's put it into a document that we call a script. Then we have a script. I don't care if the script sucks, but have something, because we know that we have to script. Then we have a script. I don't care if the script sucks, but have something, because we know that we have to sell. We know that we have to hire people. We know that somebody's gonna quit at some point. We know we're gonna hire somebody at some point. So why not have the document?

Speaker 1: 3:47

Right, everything is scientific. If you want to improve it, meaning this, you have to use the scientific method. So we have to. In order to do that, we have to do something consistently, otherwise there's no way we can measure and improve. There's no way to know if this works or that works If we're based off of feelings.

Speaker 1: 4:09

I'm gonna let you know something your feelings suck at telling the truth. My feelings, man. One day I'll feel like man. This sucks, like everything sucks. Some days I wake up and a few things can go wrong and I feel like everything sucks. Is that the truth? No, you could get beat up by a client on the phone and you're just like, oh, this is the worst. And then does that mean this is the worst? No, you have to readjust, take yourself out of it. But we need to do stuff consistently to know if something works, because we wanna look at it mathematically, not emotionally. And that's the difference between an expert and somebody who's just dabbling a dabbler and you're not a dabbler, are you? So what's the scientific method?

Speaker 1: 5:01

We make an observation. So the observation is sales, right? Or let's say that we're doing the script? Next step we do the research, we research. What are some of the key elements that I need in this script? Right, then make a hypothesis. I bet if I said this this, this, this is here, it's going to work, and then we test it and then we report back and we tweak it. Now I'm saying this with a script, because this is what we've talked about in the past. We know this, but you can use this for any part of the agency. Anything that you're going to do over and over and over again in the agency should have this type of element. We need to observe what needs to happen.

Speaker 1: 5:47

Okay, this, this is the observation. I believe this. We research around it because we want to use data. We want to see everybody has done something that you're trying to do right, and what happens.

Speaker 1: 6:02

Success leaves clues. So look at successful people, Look at what they've done, follow the process. You can tweak the process later. Oh, but I feel like this would work better. You've never done it before or you've never. You might've tried, you might've dabbled, but this person is successful. Do it this way until it works like it does for them, and then tweak it. Okay, so let's observe it, let's research it, let's have our own hypothesis on it. Right, let's test it and then let's go back, report on it, figure it all out, look at the data and then let's tweak it and then let's do it again.

Speaker 1: 6:43

I mean, this is how things get better. If we could just have a 1% every single day, if your agency got 1% better, the compounding interest over time is phenomenal and it doesn't take much Like. There's only so much that we're doing on a recurring basis in the agency and there's only so many things that's going to have a big needle moving improvement on our agency. So take those things. Let's start a process right, let's improve the process, let's care about the process and let's get better. Things that have focus can get better. I swear it's like this.

Speaker 1: 7:28

Who's ever had this happen in their agency? You tell somebody to do something and you don't really have a process and you kind of forget about it. And two months later, three months later, you follow up with the person and it's totally forgotten about. Oh, we don't even call that list anymore, we don't do this anymore, right, this is what happens. And then we get oh well, why didn't you follow? Because, come on, you as the agency owner didn't act like you cared. Why would they act like they cared, right? So that's why take these things.

Speaker 1: 8:05

What's the most important things that we have to do in the agency? Let's make that process. Let's get everybody used to this, the scientific method of the way to improve stuff. Man. If you think about anything that you've ever done in life, it takes a while to improve stuff. Man, if you think about anything that you've ever done in life, it takes a while to get better.

Speaker 1: 8:26

But if you continually tweak, you continually do it, even if it's not that good like, even if you barely dabble, but you're consistent with it, it will improve, right? Because consistency trumps intensity and most of the time we go into something intense like we're going to make this better today, we're going to do this today, right. But most of the time it doesn't work that way. Why? Because it's like leads. It's like I don't know if these leads are gonna be good for at least a month or two or three, because we know that the cycle is three to six months, right. So it's really important that we're looking at things at the longterm, that we're looking at things like we're running enough tests to make data-driven decisions and this is how to solve problems in your agency. And guess what? The problems start going away. The problems are not something that you stress out over, because you have a process on how to solve these things. So I hope that helps. I'm Jason. This is the insurance dudes.