If you’ve set big goals for yourself and your agency this year, then you need to have a process in place to review those goals on a regular basis.

One of the easiest ways to do this is with a weekly team meeting.

It’s so easy to lose sight of BIG goals when you get caught up in the day to day needs of your agency.  This process will keep everyone on track!

Set The Date

Determine a regular date and time for your meetings.  I always preferred to schedule ours for early in the morning before the office opened for business.  It’s a lot easier to focus and get things done when you’re not constantly interrupted by the phone ringing.  

If you have multiple locations, get your other office together and have them join you by Skype!  You could even use an online meeting system like Fuze to conference everyone in together. 

Set Your Goals

You already have goals for your agency, yourself, and your team right?  (If not, go do that first!)

These goals will be the foundation of your meeting.  But the BIG goals for the year aren’t what you want.  You want to break them down into much smaller “doable” actions for the month and week!

Example:  If your sales producer’s goal was to sell $60,000 in premium this year, you’d break that down into $5000 in premium each month and $1250 per week (possibly all the way to $250 per day!)

Let’s say that your average policy is $500 in premium.  (Please don’t use my numbers, look at your reports so it will be accurate!)

That means this producer would need to sell approximately 3 policies each week to meet their goal.  If they close 50% of their quotes, then they need to do at least SIX quotes per week to have a shot.

And now we have a clear AIM for the week.  Your producer must do at least SIX quotes in this scenario.  

You need crystal clear goals like this for EVERYONE in your business.  

Set Your Agenda

At each meeting, spend your time reviewing your goals for the previous week against your actual results.  Now ask these questions…

Are you hitting the goals?

Why or why not?

What can be adjusted to get there?  

What is WORKING?  (Hint:  Do more of that!)

I liked to review actual results and numbers for the previous week by each sales producer.  The slight hint of competition keeps people motivated!  No one wants to be at the bottom of the sales report that week!  

Set Your Plans

After the meeting, take a few minutes on your own to look at what YOU need to do as the leader of the agency to make your goals happen.

Do you need to do more marketing?  Can you increase what’s working in one area?  Does one of your staff members need additional training or coaching?  

These small weekly steps and goals are what will deliver those BIG results come December!  Start your team meetings this week!

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Robyn Sharp
Robyn Sharp

Robyn Sharp is an insurance marketing expert (and former agency owner). She specializes in Facebook content creation & marketing for P&C insurance agencies. Robyn has been a featured contributor to Exclusive Focus, PropertyCasualty360, IndependentAgent, and other insurance publications.

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