Insurance Inside Sales Executive

Mission of the Commercial Lines Inside Sales Executive

To grow the commercial book of business by maximizing the insurance sales process and applying thesestrategies daily. This includes calling on all incoming new business leads, lost business, unsold quotes andmonoline business for account rounding, attending networking activities and building relationships with centers of influence. This role is the face of our agency in the community as well as to agency prospects.

Desired Outcomes of This Role

1. Sell over $XX in new business policies per quarter
2. Call lost business list each week
3. Call unsold quotes coming up for renewal each week
4. Call monoline accounts for account reviews and account rounding opportunities each week
5. Market all accounts and present proposals
6. Place business according to the goals of the agency
7. Stop, listen, and ask questions of your customers in order to clearly understand their needs and to build solid relationships
8. Identify training needs with assistance from managers. Develop a personal improvement plan and take responsibility for learning and improving technical and sales skills regularly

1. Follow the new business sales process and maintain a closing ratio of over 70%
2. Connect with new inbound inquiries in under 5 minutes
3. Follow up with 5-6 phone calls on new web business
4. Complete all outbound calls each week (lost business, monoline account reviews and unsold business)
5. Call and email the list once per week for 3 weeks and mail a quote to anyone you did not connect with after 3 weeks
6. Provide new business cards to the marketing team to add them to marketing communications
7. Follow up with 5-6 phone calls after presenting pricing
8. Ask for referrals
9. Use strategies to sell policy features and avoid selling on price
10. Update carrier websites and agency management system daily for:
11. Prospects Agency Performance Partners
12. New Business
13. Any service calls you have
14. Prequalify insurance prospects for insurability and quality of risk
15. Obtain signed apps, payment, bind coverage and finalize all underwriting needs using post bind checklist
16. Closing ratio will be monitored and adjusted as needed; the closing ratio is determined by the number of opportunities that are quoted vs. bound
17. Call all new business sales 30 days post bind for check in I love you call!

1. Work to improve agency retention with a goal of 90%
2. Account round all new business
3. Follow up with new business 30 days after the point of sale and at renewal
4. Ask for referrals
5. Sell business according to the agency standards

1. Work to support the marketing and branding team in the following ways:
2. Provide them any business cards to be entered into marketing campaigns
3. Suggest blog, email and social media topics to the marketing department
4. Share agency social media posts on personal social networks
5. Participate in pictures and agency branding opportunities when invited

1. Be available to connect with prospects on their time. This includes responding to web forms as soon as possible.

1. Proper management system usage

1. Use the management system as directed by the agency owner

1. Put all new prospects into the management system and update notes

1. When speaking with or emailing a client, update the management system immediately

1. Respond to all account manager questions and/or emails within 24 hours

1. Positive attitude and efficient work ethic
2. Work to increase and improve efficiency on a daily basis. This includes always finding ways to streamline processes, using technology tools to the fullest and limiting general distractions
3. Possess and maintain a positive mental attitude, including positive working relationships with clients and agency personnel

Values:

COMMITMENT

• Communication = The foundation of our organization both internally and externally, we strive for clarity and transparency both within our agency as well as with our clientele.
• Optimistic = Coming to work each day bringing our enthusiasm and best attitudes to achieve our team goals for both our clients and colleagues.
• Mindset = Above all else, we need to bring a growth mindset on a daily basis in order to promote positive change through our intentional effort with self-reaction to adapt and grow within our roles despite challenges and obstacles.
• Methodical = By following our established processes the agency has put in place, we are able to strive for a more consistent and pleasant customer experience.
• Integrity = We encourage everyone to uphold ethics and stick to the truth, especially while representing our carriers and clients consistently. We should all live by the quote Integrity is doing the right thing, even when no one is around to see.
• Trust = We seek to consistently build trust in every interaction by conducting ourselves in a professional and honest manner. Trust is a two-way street, and we believe in doing what we say we will accomplish and hold ourselves accountable for when we do not.
• Mutual = Our growth is based o of mutual success, when our clients and our employees grow, we all grow
• Endurance = We persistently pursue our goals, staying focused and determined even when faced with obstacles or setbacks. We understand that success often requires sustained effort and a willingness to overcome challenges.
• Nurturing = We are dedicated to nurturing the potential within ourselves and others. We believe in creating an environment that fosters growth, empowerment, and well-being.
• Teamwork = We believe in the power of teamwork. We understand that by working together, we can accomplish more, unleash our collective potential, and achieve extraordinary results.

Critical Competencies

• Efficiency - Able to produce significant output with minimal wasted effort.
• Honesty/Integrity - Does not cut corners unethically. Earns trust and maintains confidences. Does what is right, not just what is easy.
• Organized & Planning - Plans, organizes and schedules in a productive manner. Focuses on key priorities.
• Aggressiveness - Moves quickly and takes a forceful stand without being abrasive.
• Follow-Through - Lives up to verbal and written agreements, regardless of personal costs.
• Persistence - Demonstrates tenacity and willingness to go the distance to get something done.
• Proactivity - Acts without being told what to do. Brings new ideas to the company.
• Enthusiasm - Exhibits passion and excitement over work. Has a Yes, we can attitude.
• Work Ethic - Possesses a strong willingness to work hard and sometimes long hours to get the job done. Has a track record of working hard.
• High Standards - Expects personal performance and team performance to be nothing short of the best.
• Openness to Criticism and Ideas - Often solicits feedback and reacts calmly to criticism or negative feedback.
• Listening Skills - Lets others speak and seeks to understand their viewpoints.
• Communication - Speaks and writes clearly and articulately without being overly verbose or talkative. Maintains this standard in all forms of written communication, including emails.
• Teamwork - Reaches out to peers and cooperates with supervisors to establish an overall collaborative working relationship.
• Persuasion - Able to convince others to pursue a course of action.

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