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Part 2: 22 Tips for P-C Producers to Rock 2022

Challenge yourself to become a better producer. Here's part two of a list of 22 ways to make 2022 your most successful year yet.
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part 2: 22 tips for p-c producers to rock 2022

New year, new opportunities to become a better producer. Set goals and challenge yourself with 22 ways to make 2022 a successful year. Catch up on the first 11 in Part 1 and then kick off the year with the rest of the list:

12) Commit to writing four articles. Consistent writing will help you hone your thoughts and bring greater clarity to the information you share. Start with your social media posts, then collate those posts to create an article that provides deeper insights and calls to action.

13) Commit to hosting two webinars. Hosting webinars is a great way to polish your presentation skills and engage your prospects and clients. It's also a helpful way to leverage your content. You can record and archive your webinars and share them with future prospects and clients, as well as embed them in your marketing messages.

If conducting webinars is new to you, practice, practice, practice. Make sure you're comfortable with the technology and can navigate any glitches that may arise. Keep your presentations under 30 minutes and invite your attendees to ask questions.

14) Develop a center of influence strategy and partnership. Don't go it alone in 2022. Develop accountability partnerships with colleagues who share a similar client profile but who sell services in a different industry.

Medical providers, employment law attorneys, accountants, loan officers and others are looking to grow their business too. They likely also want to do business with the same types of accounts you're targeting. Discuss how you can work together to support each other with introductions, insights and cross-marketing strategies.

Be sure to measure the impact of these relationships on a regular basis. If you're not helping each other grow, move on and find another partner.

15) Commit to getting better. One of the great things about the insurance industry is it is constantly changing. There is always something new to learn. Consider earning a designation or registering for continuing education or other trainings and make time to enhance your skills and knowledge. You and your clients will be better off because of your commitment to get better every day.

16) Set a stretch goal. Another great reason to be in the insurance industry is you have amazing earning potential. A stretch goal is something you commit to for yourself. Consider it a personal challenge. Make it extra rewarding by designating a reward you'll treat yourself to when you achieve it. You can do it!

17) Conduct mid-year reviews on the 20% of accounts that drive 80% of your revenue. Make sure you have strategies in place to protect your existing clients from leaving you. Mid-year reviews are a great way to share insights with clients about changing marketplace conditions, strategies for financing their insurance program and identify newly emerging risks that may need to be addressed.

Have these discussions outside of the renewal process when you and your client are less stressed and the opportunity to make changes to their insurance program can be thoughtfully considered.

18) Block out four to six hours of business development time each week. Business development is not a default behavior for most producers. To make sure you have a robust pipeline and time to manage it, go ahead and block out four to six hours each week of 2022.

Take added steps to ensure you use that time to the fullest by turning off your cellphone, using an autoresponder for incoming messages and putting a “do not disturb" note on your door during these money-making hours.

19) Be a mentor to someone who recently joined the industry. Everyone needs a source of inspiration and person to help them get started. You can be that to someone just entering the industry. Consider spending an hour a week with new colleagues, helping them get on the right track by sharing tips and strategies that worked for you.

20) Volunteer in your community. There are many benefits to volunteering, not only for the recipients of your time, but for you as well. Volunteering is a great way to meet new people, learn more about your community, build business contacts, and most importantly, give to others.

21) Commit a random act of kindness regularly. Have you ever been a recipient of a random act of kindness? It doesn't have to be a big act. Something small can have a big impact on someone's day.

Buy coffee for the person behind you in line. Drop a note to a colleague letting them know how much you admire them. Make an anonymous donation to a local charity. Drop off food at your local food pantry. Your small gesture will help others and make you feel good too.

22) Stay focused. Once you've created your goals and plan for achieving them, remain relentlessly focused on execution. Put time on your calendar each week to evaluate your progress and ensure you stay on track.

No one can or should be more committed to your success than you. You've got this.

Susan Toussaint is vice president, Growth Solutions, U.S. with ReSource Pro. For over a decade, Susan has been training, coaching and developing programs to help insurance professionals overcome barriers to organic growth. In 2006, she started Injury Management Partners, and in 2009, she co-founded Oceanus Partners with her partner, Frank Pennachio. Today, she is a full-time trainer and consultant focused on developing products and training that help clients attract, acquire and retain profitable, right-fit business.

Monday, January 10, 2022
Sales & Marketing