New program makes your agency's growth the ‘first order’
The first order of every agency is to grow the business.
And the first order of growth is ensuring that everything at your agency that impacts growth is optimized.
This summer, DBH Consulting introduces a specialized program to help agencies:
- Pinpoint areas within the agency that either help or hinder sales. New business is the product of much more than a sales pitch. It stems from vision and values, communication and collaboration – plus a number of other variables. DBH’s First Order Assessment tool enables leaders to evaluate a wide range of factors that either contribute to – or get in the way of – sales.
- Take action on what’s needed to grow. It’s not enough to identify the obstacles to growth. Agency leaders need actionable ideas so they can make the adjustments that optimize the sales process. The First Order Blueprint allows leaders to set a course of action, prioritize those adjustments – and create a new level of accountability that builds and sustains momentum.
- Train producers to be problem solvers, not product peddlers. The best producers prepare for and engage in a true dialogue about the prospective client’s world, uncovering needs and framing solutions to those needs. First Order provides agency leaders with a Discussion Guide on how to do just that.
- Establish a forum through which best practices are shared. By bringing together agency presidents, sales managers and other executives, First Order helps establish collegiality among a corps of people who face many of the same challenges. This collegiality begins with a day-and-a-half Assembly and continues with smaller First Order Groups who join a monthly call to compare experiences and share best practices and hold one another accountable for execution.
While loaded with practical, rather than theoretical, knowledge, DBH Consulting’s program represents a fundamental shift in thinking within an agency. That thinking begins with the front-line producers.
“The First Order program works to change the producer mindset,” says VeNita Schnebele, Executive VP of DBH Consulting. “The best producers don’t think of themselves as people who sell insurance. They’re people who work to understand the challenges their clients face, then help them meet those challenges. They’re in the business of providing solutions.”
Demmie Hicks, founder of DBH Consulting, is careful to point out that business development doesn’t rest solely on the shoulders of the producer.
“There’s so much within an agency that influences the success of the sales process,” she observes, “and First Order helps agency leaders address all of it. Although it’s focused on business development, it’s not a sales training offering. It’s much more comprehensive, because we all know that business development doesn’t take place in a vacuum. It’s an enterprise effort.”
Contact us to learn more about how First Order can promote your agency's growth.