December 15, 2023 • 15 mins
To be a Preeminent Producer, strategic planning is a MUST! That is what we are diving into in this podcast. Get ready for some hot tips and insights from our insurance leaders and coaches on how to grow your book of business in 2024!
...
Are you a commercial insurance producer struggling to stand out from the competition? Do you find it challenging to grow your book of business and create a fulfilling career?
Then welcome to The Preeminent Producer Podcast! Each week, we'll be tackling important topics, sharing proven strategies and insights from successful producers that are in the trenches and have traveled the journey to becoming a Preeminent Producer.
You'll discover what it really takes to become Preeminent & build your book of business, in a way that isn’t being taught anywhere else. Our hosts are experts in the field and have built thriving businesses by becoming the most trusted adviser to their clients. Welcome to your journey to becoming a Preeminent Producer.
Let’s dive in!
Ready To Grow Your Book Of Business?
For More Information go to:
https://www.thepreeminentproducer.com/
Also, check us out on Youtube: / @thepreeminentproducer
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Welcome everybody to another episode of the
Preeminent Producer podcast.
First and foremost, let me wisheveryone a very Merry Christmas
and a happy New Year.
We are just weeks away fromChristmas and just a few more
extra days after that to NewYears, and it is insane how fast
this year has flown by.
But as a producer, and morespecifically, a preeminent
producer, we cannot, we can't bethe ones that are in reactive
(00:23):
mode in January.
We need to be the ones that arestrategically planning in
November, in December, insetting ourselves up for success
in the New Year.
And that's what we're going tobe diving into in this episode,
where the coaches are talkingabout what they do and what
they've done and what theycontinue to do to prepare for
the New Year.
We are talking about strategicplanning and I've put together
(00:45):
some clips from a recentcoaching call where they're
going to dive into some reallygood stuff.
Get your pen and paper readyand let's dive in.
Speaker 2 (00:53):
Are you a commercial insurance producer struggling to
stand out from the competition?
Do you find it challenging togrow your book of business and
create a fulfilling career?
If so, then welcome to thePreeminent Producer Podcast.
Each week, we'll be tacklingimportant topics, sharing proven
strategies and insights fromsuccessful producers that are in
the trenches and have traveledthe journey to becoming a
(01:15):
preeminent producer.
You'll discover what it reallytakes to become preeminent and
build your book of business in away that isn't being taught
anywhere else.
Our hosts are experts in thefield and have built thriving
businesses by becoming the mosttrusted advisor to their clients
.
Welcome to your journey tobecoming a preeminent producer.
Let's dive in.
Speaker 1 (01:37):
As you know, we're in December and with that, I think
, always comes the thought okay,new Year's is right around the
corner.
This is an opportunity for newbeginnings, new goals, all that
kind of stuff, and I think thecoaches will agree and they're
going to dive into this more.
If you don't have set goals andset targets, you're really
setting yourself up for failure,and today we're going to be
(01:59):
diving into.
If you want to continue to growin this journey of becoming a
preeminent producer, becomingpreeminent doesn't happen on
accident, and what you domatters, and having a proper
plan in place matters, and sothis isn't about and I want to
clarify some terminology realquick this is not about setting
a New Year's resolution, and I'mgoing to let the coaches dive
(02:19):
in this more.
I want to give you a stat thatI thought was kind of
interesting.
This is supposed to be up todate as of 2023.
It's just 38% of people make NewYear's resolutions, but only 9%
stick to them all year long.
80% of New Year's resolutionsare forgotten by February, and
(02:42):
this is why being preeminent isnot about setting resolutions
for your professional life andcareer.
We want to move pastresolutions and come up with a
strategic goal targets.
It's about being laser focused,sniper focused, looking through
the site, rather than theshotgun of hey, I'm just aiming
(03:04):
and it's going to hit somethingeventually.
Now we want to be laser focusedand have a strategic plan and
having the steps to get where wewant to go.
So today we're going to diveinto a bunch of cool topics and
categories.
We've got some toolsChristian's going to be on a
little bit to show a tool thathe uses, but the coach are going
to dive into this topic whereyou guys really hopefully and if
(03:26):
you're not, you will be usingthis month, the remainder of
this month, to really startplanning, as Rick said I think
it was last, I think it was onthe last call, rick you said or
maybe it was on the podcast, butyou said it recently that if
you're waiting until January tostart planning, you're already
too late.
So, with that being said, doyou want to elaborate on that?
Speaker 3 (03:49):
Oh yeah, absolutely.
I call it getting ready to sell, that we're gonna get ready to
sell.
We have to do this first, andthen we have to do this and we
have to do something else.
And the next thing we know,weeks and months have gone by
and we're still getting ready tosell.
So I think January 1st is alwaysa date that we wanna use for
resolutions and of course, aresolution is a personal thing.
(04:12):
It's my resolutions I'm gonnalose weight, I'm gonna go to the
gym, I'm gonna drink a littleless, I'm not gonna speed in my
car quite as much.
Those are just resolutions andthose are fun and, as Paul just
said, they're hardly everfalling through on.
Goals are something different.
Goals, as you men and womenknow that have been in this
(04:35):
industry, are measurable.
They're realistic but still astretch.
And you go back to that oldadage when you're setting goals
if you can't measure it, youcan't improve it, and I believe
that very much that you've gottahave a goal that is measurable.
I'm going to get a 20%, I'mgonna raise my personal income
(04:56):
by $20,000.
And these are the steps that Iknow I need to take to do with
those kind of things.
So again, starting now, so thatby January 1st, everything is
in place and you hit the groundrunning, the first day of the
new year in 2024.
So that's it, one of the otherthings that I wanted to talk
about.
This is a good time to startdoing some other things
(05:18):
Certainly setting those goals,trading accounts down.
In other words, we all have awhole bunch of accounts and we
need to establish a minimumaccount size that we are going
to write, and we're not gonnawrite insurance below that
amount of revenue, and it'sgonna be different for each one
of you, but it should beestablished that I'm not going
(05:39):
to write an account that pays meless than $2,500 of revenue, or
it could be $5,000.
It could be $25,000, whateveryour number is.
You guys are probably newbiesand it's a smaller number.
I get that, but each year thatminimum account size needs to
increase.
That is the way you writelarger accounts and get more
(06:02):
revenue per account.
So that's what they do.
Speaker 4 (06:04):
Yes, Rick, as far as trading those accounts down, do
you have your producerstypically do that at the renewal
date of each of those accounts,or do you do it at the first of
the year, even if it's midterm?
Speaker 3 (06:18):
We kind of do it at the first of the year, Matt.
The reason for that?
We want to get that out of theproducer's hands as quickly as
possible, and I think you guysprobably all have that small
account.
That takes an extraordinaryamount of your time.
They're very needy and youdon't make any money with those
guys, and it's something veryimportant for you to know how
(06:39):
much your time is worth.
How you build a book ofbusiness, how you become a
preeminent producer, or one ofthe ways is you work on larger
size accounts.
Year after year after year.
You're always increasing youraverage account size and to do
that, you need to establish agood minimum account size.
Okay, pipeline, show me yourpipeline and I'll show you the
(07:03):
success of your career.
Your pipeline needs to behighly qualified people that are
real prospectors.
A prospect is someone who knowsyou and you know them and they
know what you do.
That is a prospect, and youwere researched each one of
these people that are in yourpipeline, so you know that they
will be above your minimumaccount size.
(07:24):
They are someone you want to dobusiness with.
They fit into the mold of whata good client is for you.
Now it's okay to have suspectsAlso.
Suspects are people that don'tknow you.
You know them and you want tomake them clients.
Those are fine too, but don'tconfuse the two and have two
separate lists.
(07:46):
We'll talk a lot more about this.
When we talk about justpipeline specifically, we knew
hours on pipeline.
But really to pre-qualify thesepeople, to know, to build your
dossier on who they are and whatthey do, you need to know them
better.
You need to know more aboutthem than their current
insurance broker.
And in this world of online, ofall of the things that we have,
(08:08):
it's pretty easy to researchpeople and find out what we're
doing.
Also, recommit to or commit to.
If you haven't done it yet nopractice quoting.
We don't quote.
We simply don't quote.
We believe that there are twoindependent decisions that every
prospect makes.
That's the right insurancecarrier and the right broker,
(08:30):
and they are independent.
Just because somebody bringsyou information from travelers
doesn't mean that you shouldstay with that insurance broker.
You need to find out what thosebrokers are gonna do for you
the next 364 days.
That's how you should make yourdecision if you're a prospect
on brokers.
Hey, rick.
Speaker 4 (08:51):
Yep, rick, do you articulate that to your
prospective clients and, if so,do you do it generally the way
you just said it and do you doit during that first?
Speaker 3 (09:04):
meeting with them.
We really do.
We preach that because one ofthe other things and thank you
for the lead in that we're goingto talk about is BOR selling.
Okay, the book of recordsselling is the way of the future
.
It is something that saves youtime, it saves your prospect
time, it saves everybody time,and we do discuss that map right
(09:24):
away that there are twoindependent decisions, which
leads us into the conversationabout BOR only quoting, not
quoting, but BOR only.
Now, yes, there are situationswhere you're going to need to
quote an account.
You don't write for theincumbent carrier and we can
talk about how you get aroundthat a little bit without
quoting or by quoting andsetting up some rules of the
(09:46):
game of how you're going to dothis.
They may be with a directwriter and obviously we have to
quote that.
So every now and then, or asituation where I know that the
client is, or the prospect is,with the wrong insurance carrier
and I've got a program in mycompany here that will do a
better job for them, but Ihaven't quoted an account for
(10:08):
four years.
The other thing that I commit toevery year are quarterly
meetings with my clients, withmy A and A clients and an A
client.
That's the other thing we wantto try to do and focus on is
making sure you know who your Aclients, b clients and C clients
are.
A clients are those.
It's the 80-20 rule of WilfredoPareto.
(10:30):
It's like 20% of your clientsare going to pay 80% of your
income after your book getsgoing and you want to focus your
time and effort on those Aclients a little less on the B
and the C clients are borderlineIf they don't have the ability
to become a B client.
Those are the folks that I tryto trade down.
Speaker 4 (10:50):
Here's the five things that we go over without
fail.
We review the current year, howit's gone, what worked and what
didn't, and do we want to makesome adjustments of that.
Then we review our marketingplan marketing meaning reaching
(11:10):
out to prospects, not tocarriers and what kind of worked
, what didn't work, what shouldwe continue, what should we
discontinue no-transcript.
Then we talk about, inreference to our marketing plan,
any new ideas that we wannaimplement or try.
And that's where mind mapping,for example, really comes in.
(11:31):
What we do is we sit downtogether and we just throw the
ideas out, and no ideas toocrazy, I mean, we even throw
ideas in there that we'll neverdo, like TV advertising, you
know.
But the idea is just becreative, get everything down
really fast.
And one thing I guess I shouldhave mentioned about mind
(11:53):
mapping is you know, in theWestern world we're used to
outlines, right, we go one A,one B and then two A, b and C,
and if you try to do planningthat way, it's just super slow,
whereas if you use a mind maptechnique guys, if any of you
haven't used it you get theideas down kind of without any
(12:14):
structure, but you get them downin no time flat.
In 10 minutes you'd be amazedhow much creativity you come up
with.
Then you can take the time togo back and now organize it
sequentially.
The other thing we look at iswell, as part of our marketing
plan, we always try to revisitour referral source strategy and
(12:37):
are there areas like a new CPAor somebody that we wanna get
involved?
We look at our classes ofbusiness.
Rick, I think you mentionedthat.
Do we need to refocus, go afterany new classes of business?
That might be a new opportunity.
And as Christian, I alwaysmentioned what classes of
business fit well with ourcarriers.
I mean it's necessary.
(13:00):
We look okay, here we go accountsize and the way we do that is
we set a minimum commission sizefor ourselves per account and
we just simply back into it by.
We know take workers comp, forexample.
You know for a given class codewhat the base rate is.
(13:21):
You know.
So how many employees do youneed to generate?
You know 5,000, say, incommission.
So we just back into it.
And then we build our variouslead lists, the cold lead lists
by number of employees, becausethat's easy to find.
And then, lastly, we look atwe've always had in our agency.
I think really nice lookingproposals, I think it's really
(13:44):
important.
And so we look every year athey, are there ways that we
wanna change the physical lookof our proposal, any rink we
wanna add or change or whatever,and then how do we present it?
So we practice with each othera little bit as far as what we
say.
But those are the five areasyou know that we look into every
(14:06):
year and, as I said, itprobably would make more sense
to start that maybe inmid-November, because you know
we get to crunch time inDecember here.
But we do it.
There's never been a year thatwe failed to do that.
Speaker 1 (14:19):
Alright, guys, I wish I could show you more, but
again, that's for members only.
But I hope you guys got reallysome good takeaways there.
And again, I cannot stress thisenough we're not setting
resolutions becausestatistically we know those
don't last very long.
We want to be sniper focused,laser focused, not doing the
(14:41):
shotgun approach.
We want to be very intentionaland very focused on our goals,
on our targets, to really ensurethat we are setting ourselves
up for success.
So hopefully you have thoughtabout some work that you need to
do, some planning you need todo, some maybe steps, processes,
whatever it might be, that youneed to put into play, or even
(15:02):
skill sets you need to sharpenbefore this coming year so you
can enter into January, enterinto a new year on fire, ready
to go.
If you've enjoyed this and likemore information, definitely
visit us atthepreeminentproducercom and
look into the different coachingprograms where you can get
personal coaching from thecoaches that you heard on this
podcast.
Again, guys, we wish you a veryMerry Christmas and a Happy New
(15:25):
Year.
Speaker 2 (15:26):
Thanks so much for joining us on this episode of
the Preeminent Producer Podcast.
If you're enjoying the show,please feel free to subscribe,
rate and leave a review whereveryou listen to your podcasts.
That helps others find the showand we greatly appreciate it.
Once again, thanks for joiningus and we'll catch you in the
next episode of the PreeminentProducer Podcast.
Welcome everybody to another episode of the
Preeminent Producer podcast.
First and foremost, let me wisheveryone a very Merry Christmas
and a happy New Year.
We are just weeks away fromChristmas and just a few more
extra days after that to NewYears, and it is insane how fast
this year has flown by.
But as a producer, and morespecifically, a preeminent
producer, we cannot, we can't bethe ones that are in reactive
(00:23):
mode in January.
We need to be the ones that arestrategically planning in
November, in December, insetting ourselves up for success
in the New Year.
And that's what we're going tobe diving into in this episode,
where the coaches are talkingabout what they do and what
they've done and what theycontinue to do to prepare for
the New Year.
We are talking about strategicplanning and I've put together
(00:45):
some clips from a recentcoaching call where they're
going to dive into some reallygood stuff.
Get your pen and paper readyand let's dive in.
Speaker 2 (00:53):
Are you a commercial insurance producer struggling to
stand out from the competition?
Do you find it challenging togrow your book of business and
create a fulfilling career?
If so, then welcome to thePreeminent Producer Podcast.
Each week, we'll be tacklingimportant topics, sharing proven
strategies and insights fromsuccessful producers that are in
the trenches and have traveledthe journey to becoming a
(01:15):
preeminent producer.
You'll discover what it reallytakes to become preeminent and
build your book of business in away that isn't being taught
anywhere else.
Our hosts are experts in thefield and have built thriving
businesses by becoming the mosttrusted advisor to their clients
.
Welcome to your journey tobecoming a preeminent producer.
Let's dive in.
Speaker 1 (01:37):
As you know, we're in December and with that, I think
, always comes the thought okay,new Year's is right around the
corner.
This is an opportunity for newbeginnings, new goals, all that
kind of stuff, and I think thecoaches will agree and they're
going to dive into this more.
If you don't have set goals andset targets, you're really
setting yourself up for failure,and today we're going to be
(01:59):
diving into.
If you want to continue to growin this journey of becoming a
preeminent producer, becomingpreeminent doesn't happen on
accident, and what you domatters, and having a proper
plan in place matters, and sothis isn't about and I want to
clarify some terminology realquick this is not about setting
a New Year's resolution, and I'mgoing to let the coaches dive
(02:19):
in this more.
I want to give you a stat thatI thought was kind of
interesting.
This is supposed to be up todate as of 2023.
It's just 38% of people make NewYear's resolutions, but only 9%
stick to them all year long.
80% of New Year's resolutionsare forgotten by February, and
(02:42):
this is why being preeminent isnot about setting resolutions
for your professional life andcareer.
We want to move pastresolutions and come up with a
strategic goal targets.
It's about being laser focused,sniper focused, looking through
the site, rather than theshotgun of hey, I'm just aiming
(03:04):
and it's going to hit somethingeventually.
Now we want to be laser focusedand have a strategic plan and
having the steps to get where wewant to go.
So today we're going to diveinto a bunch of cool topics and
categories.
We've got some toolsChristian's going to be on a
little bit to show a tool thathe uses, but the coach are going
to dive into this topic whereyou guys really hopefully and if
(03:26):
you're not, you will be usingthis month, the remainder of
this month, to really startplanning, as Rick said I think
it was last, I think it was onthe last call, rick you said or
maybe it was on the podcast, butyou said it recently that if
you're waiting until January tostart planning, you're already
too late.
So, with that being said, doyou want to elaborate on that?
Speaker 3 (03:49):
Oh yeah, absolutely.
I call it getting ready to sell, that we're gonna get ready to
sell.
We have to do this first, andthen we have to do this and we
have to do something else.
And the next thing we know,weeks and months have gone by
and we're still getting ready tosell.
So I think January 1st is alwaysa date that we wanna use for
resolutions and of course, aresolution is a personal thing.
(04:12):
It's my resolutions I'm gonnalose weight, I'm gonna go to the
gym, I'm gonna drink a littleless, I'm not gonna speed in my
car quite as much.
Those are just resolutions andthose are fun and, as Paul just
said, they're hardly everfalling through on.
Goals are something different.
Goals, as you men and womenknow that have been in this
(04:35):
industry, are measurable.
They're realistic but still astretch.
And you go back to that oldadage when you're setting goals
if you can't measure it, youcan't improve it, and I believe
that very much that you've gottahave a goal that is measurable.
I'm going to get a 20%, I'mgonna raise my personal income
(04:56):
by $20,000.
And these are the steps that Iknow I need to take to do with
those kind of things.
So again, starting now, so thatby January 1st, everything is
in place and you hit the groundrunning, the first day of the
new year in 2024.
So that's it, one of the otherthings that I wanted to talk
about.
This is a good time to startdoing some other things
(05:18):
Certainly setting those goals,trading accounts down.
In other words, we all have awhole bunch of accounts and we
need to establish a minimumaccount size that we are going
to write, and we're not gonnawrite insurance below that
amount of revenue, and it'sgonna be different for each one
of you, but it should beestablished that I'm not going
(05:39):
to write an account that pays meless than $2,500 of revenue, or
it could be $5,000.
It could be $25,000, whateveryour number is.
You guys are probably newbiesand it's a smaller number.
I get that, but each year thatminimum account size needs to
increase.
That is the way you writelarger accounts and get more
(06:02):
revenue per account.
So that's what they do.
Speaker 4 (06:04):
Yes, Rick, as far as trading those accounts down, do
you have your producerstypically do that at the renewal
date of each of those accounts,or do you do it at the first of
the year, even if it's midterm?
Speaker 3 (06:18):
We kind of do it at the first of the year, Matt.
The reason for that?
We want to get that out of theproducer's hands as quickly as
possible, and I think you guysprobably all have that small
account.
That takes an extraordinaryamount of your time.
They're very needy and youdon't make any money with those
guys, and it's something veryimportant for you to know how
(06:39):
much your time is worth.
How you build a book ofbusiness, how you become a
preeminent producer, or one ofthe ways is you work on larger
size accounts.
Year after year after year.
You're always increasing youraverage account size and to do
that, you need to establish agood minimum account size.
Okay, pipeline, show me yourpipeline and I'll show you the
(07:03):
success of your career.
Your pipeline needs to behighly qualified people that are
real prospectors.
A prospect is someone who knowsyou and you know them and they
know what you do.
That is a prospect, and youwere researched each one of
these people that are in yourpipeline, so you know that they
will be above your minimumaccount size.
(07:24):
They are someone you want to dobusiness with.
They fit into the mold of whata good client is for you.
Now it's okay to have suspectsAlso.
Suspects are people that don'tknow you.
You know them and you want tomake them clients.
Those are fine too, but don'tconfuse the two and have two
separate lists.
(07:46):
We'll talk a lot more about this.
When we talk about justpipeline specifically, we knew
hours on pipeline.
But really to pre-qualify thesepeople, to know, to build your
dossier on who they are and whatthey do, you need to know them
better.
You need to know more aboutthem than their current
insurance broker.
And in this world of online, ofall of the things that we have,
(08:08):
it's pretty easy to researchpeople and find out what we're
doing.
Also, recommit to or commit to.
If you haven't done it yet nopractice quoting.
We don't quote.
We simply don't quote.
We believe that there are twoindependent decisions that every
prospect makes.
That's the right insurancecarrier and the right broker,
(08:30):
and they are independent.
Just because somebody bringsyou information from travelers
doesn't mean that you shouldstay with that insurance broker.
You need to find out what thosebrokers are gonna do for you
the next 364 days.
That's how you should make yourdecision if you're a prospect
on brokers.
Hey, rick.
Speaker 4 (08:51):
Yep, rick, do you articulate that to your
prospective clients and, if so,do you do it generally the way
you just said it and do you doit during that first?
Speaker 3 (09:04):
meeting with them.
We really do.
We preach that because one ofthe other things and thank you
for the lead in that we're goingto talk about is BOR selling.
Okay, the book of recordsselling is the way of the future
.
It is something that saves youtime, it saves your prospect
time, it saves everybody time,and we do discuss that map right
(09:24):
away that there are twoindependent decisions, which
leads us into the conversationabout BOR only quoting, not
quoting, but BOR only.
Now, yes, there are situationswhere you're going to need to
quote an account.
You don't write for theincumbent carrier and we can
talk about how you get aroundthat a little bit without
quoting or by quoting andsetting up some rules of the
(09:46):
game of how you're going to dothis.
They may be with a directwriter and obviously we have to
quote that.
So every now and then, or asituation where I know that the
client is, or the prospect is,with the wrong insurance carrier
and I've got a program in mycompany here that will do a
better job for them, but Ihaven't quoted an account for
(10:08):
four years.
The other thing that I commit toevery year are quarterly
meetings with my clients, withmy A and A clients and an A
client.
That's the other thing we wantto try to do and focus on is
making sure you know who your Aclients, b clients and C clients
are.
A clients are those.
It's the 80-20 rule of WilfredoPareto.
(10:30):
It's like 20% of your clientsare going to pay 80% of your
income after your book getsgoing and you want to focus your
time and effort on those Aclients a little less on the B
and the C clients are borderlineIf they don't have the ability
to become a B client.
Those are the folks that I tryto trade down.
Speaker 4 (10:50):
Here's the five things that we go over without
fail.
We review the current year, howit's gone, what worked and what
didn't, and do we want to makesome adjustments of that.
Then we review our marketingplan marketing meaning reaching
(11:10):
out to prospects, not tocarriers and what kind of worked
, what didn't work, what shouldwe continue, what should we
discontinue no-transcript.
Then we talk about, inreference to our marketing plan,
any new ideas that we wannaimplement or try.
And that's where mind mapping,for example, really comes in.
(11:31):
What we do is we sit downtogether and we just throw the
ideas out, and no ideas toocrazy, I mean, we even throw
ideas in there that we'll neverdo, like TV advertising, you
know.
But the idea is just becreative, get everything down
really fast.
And one thing I guess I shouldhave mentioned about mind
(11:53):
mapping is you know, in theWestern world we're used to
outlines, right, we go one A,one B and then two A, b and C,
and if you try to do planningthat way, it's just super slow,
whereas if you use a mind maptechnique guys, if any of you
haven't used it you get theideas down kind of without any
(12:14):
structure, but you get them downin no time flat.
In 10 minutes you'd be amazedhow much creativity you come up
with.
Then you can take the time togo back and now organize it
sequentially.
The other thing we look at iswell, as part of our marketing
plan, we always try to revisitour referral source strategy and
(12:37):
are there areas like a new CPAor somebody that we wanna get
involved?
We look at our classes ofbusiness.
Rick, I think you mentionedthat.
Do we need to refocus, go afterany new classes of business?
That might be a new opportunity.
And as Christian, I alwaysmentioned what classes of
business fit well with ourcarriers.
I mean it's necessary.
(13:00):
We look okay, here we go accountsize and the way we do that is
we set a minimum commission sizefor ourselves per account and
we just simply back into it by.
We know take workers comp, forexample.
You know for a given class codewhat the base rate is.
(13:21):
You know.
So how many employees do youneed to generate?
You know 5,000, say, incommission.
So we just back into it.
And then we build our variouslead lists, the cold lead lists
by number of employees, becausethat's easy to find.
And then, lastly, we look atwe've always had in our agency.
I think really nice lookingproposals, I think it's really
(13:44):
important.
And so we look every year athey, are there ways that we
wanna change the physical lookof our proposal, any rink we
wanna add or change or whatever,and then how do we present it?
So we practice with each othera little bit as far as what we
say.
But those are the five areasyou know that we look into every
(14:06):
year and, as I said, itprobably would make more sense
to start that maybe inmid-November, because you know
we get to crunch time inDecember here.
But we do it.
There's never been a year thatwe failed to do that.
Speaker 1 (14:19):
Alright, guys, I wish I could show you more, but
again, that's for members only.
But I hope you guys got reallysome good takeaways there.
And again, I cannot stress thisenough we're not setting
resolutions becausestatistically we know those
don't last very long.
We want to be sniper focused,laser focused, not doing the
(14:41):
shotgun approach.
We want to be very intentionaland very focused on our goals,
on our targets, to really ensurethat we are setting ourselves
up for success.
So hopefully you have thoughtabout some work that you need to
do, some planning you need todo, some maybe steps, processes,
whatever it might be, that youneed to put into play, or even
(15:02):
skill sets you need to sharpenbefore this coming year so you
can enter into January, enterinto a new year on fire, ready
to go.
If you've enjoyed this and likemore information, definitely
visit us atthepreeminentproducercom and
look into the different coachingprograms where you can get
personal coaching from thecoaches that you heard on this
podcast.
Again, guys, we wish you a veryMerry Christmas and a Happy New
(15:25):
Year.
Speaker 2 (15:26):
Thanks so much for joining us on this episode of
the Preeminent Producer Podcast.
If you're enjoying the show,please feel free to subscribe,
rate and leave a review whereveryou listen to your podcasts.
That helps others find the showand we greatly appreciate it.
Once again, thanks for joiningus and we'll catch you in the
next episode of the PreeminentProducer Podcast.
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