Month: August 2013

Put Time On Your Side

A short one this week. Don’t let the next sentence slip by you – please read it slowly, let it sink in.

You can’t have the benefits of change, of newness, without actually changing. (You might want to read it again.)

We complain about things, and we talk of change. We wish things were different. We wish they were new. (Guilty as charged, my friend.)

But complaints, talk and wishes won’t get it. Action will.

Systemization is action. Systemization is intentional, engineered change and newness.

Defining the best way to complete each process your agency machine performs, by definition, means that work flow will – at least in part – be new. To be new, the old, the current must change.

And change is difficult. Your team resists it. To permanently realize its benefits change requires follow up and accountability. And YOU resist that.

Time, however, is your friend.

Methodically, intentionally, one work flow after another – over time you can fine tune each task in your agency to run at peak performance. Over time you CAN develop an agency that thrives with or without your constant involvement.

But, to get there, there’s absolutely no denying it …

You can’t have the benefits of change without actually changing.

Be clear. Get started.

“… this month I hired my 5th employee, hit 3 million in annual premium, wrote $103,000 in new business, and worked a total of 38 hours! … I cannot thank you enough for your guidance.” – Jason Webb, Buffalo, MN

Get YOUR copy of the Freedom Through Systems Program for Insurance Agency Owners here: http://bit.ly/xS9dMy

© Copyright, 2013 by Sweet Spot Marketing, Inc. and Joseph J. Hagan, Jr. All rights reserved.

Your ONLY Chance for Success

We’re creatures of habit. Implementing systems – i.e. standard processes – means change. And no matter how beneficial that change may be in YOUR eyes ..

… if you can’t facilitate a shift in your agency CULTURE, it will not stick.

If you can’t turn necessary new behaviors into culturally accepted habits, the old habits will simply take over again.

Therefore, if you want the permanent personal freedom waiting for you when you systemize your agency, you must – beyond any shadow of a doubt – transform your agency’s culture.

This shift must reach beyond you into every nook and cranny of your operations – and to every person who works, and who will ever work, at your agency.

How? Start here …

First, make systemization part of everyone’s job. Literally.

They do insurance AND they help with systems – even if only through observation and suggestions for improvement. If they don’t help with systems, they’re doing only half the job.

Half the job means half the raise. Half the job means I’ll find someone who’ll do the whole job.

Second, start with the easy stuff. Systemize basic administrative tasks first. Take your knocks and learn your lessons without messing up your insurance operations.

Third, always complete your systemized work flows. What makes a complete system?

Who, what, when and how are all answered.

Set clear expectations. Use checklists to document the who, what and when parts. Use procedures (and other documentation types) to capture the how … in writing.

Fourth, monitor compliance. There’s no denying the part of us that says, “I shouldn’t have to do this.” But the truth is …

People must be managed. When changes to work flows are involved, especially, you must “inspect what you expect.”  If you think your team is all over it because you did a great job systemizing, you’re being a little naïve.

At best, they’re creatures of habit. At worst, they’re standing around the water cooler saying, “Just give it a couple of weeks. This will all blow over.”

Your agency’s culture will not change overnight. Be the “systems guy/gal” yourself. Persist with implementation. And hold your team accountable to get with the program. You’ll get there.

“… this month I hired my 5th employee, hit 3 million in annual premium, wrote $103,000 in new business, and worked a total of 38 hours! … I cannot thank you enough for your guidance.” – Jason Webb, Buffalo, MN

Get YOUR copy of the Freedom Through Systems Program for Insurance Agency Owners here: http://bit.ly/xS9dMy

© Copyright, 2013 by Sweet Spot Marketing, Inc. and Joseph J. Hagan, Jr. All rights reserved.