Who we serve
Independent agencies and brokerages
Agency principals, sales managers and insurance executives carrying a producer force that is not writing enough new business. We work on the management layer, because that is usually where the problem actually is.
The binding constraint. For six years rate did the selling. Organic growth flattered every agency in the market, and a generation of producers never had to write business into a soft market.
The numbers
What this segment is actually run on
Sales velocity is the honest number, because it separates what was sold from what rate delivered.
What we work on
The levers that move this segment
Validation is the number, not headcount
Roughly 57% of producers validate, and the Big I and Reagan Best Practices Study puts producer success at about 45.5% even among the best agencies in the country. Hiring more producers into an unchanged system reproduces the same failure rate at greater cost. The work is raising the conversion of the investment already committed.
The non-producing producer is the bigger problem
MarshBerry found that in 2021 roughly 75% of validated producers wrote under $100,000 in new business. The category aims almost entirely at new hires. The larger unserved population is validated producers who stopped writing, and they are already on payroll.
Sales velocity, because organic growth is contaminated
New business revenue against prior year commission revenue, with 12% as the healthy mark. It isolates what was actually sold from what rate delivered, which matters now that organic growth has slipped into the 6.2% to 10.2% range across most revenue bands.
Consequences before curriculum
MarshBerry found around 70% of firms treat a performance improvement plan as the only recourse for a missed goal, and nearly 20% have no consequence at all. Most producers already know how to sell. Training bought into a consequences problem does not survive the quarter.
Where to start
The Growth Ceiling Evaluation
Two weeks, seven systems, a ranked 90 day plan. The binding constraint gets settled before a dollar of new spend is recommended.
Binding constraints: attribution, leadership cadence, demand engine. Illustrative output. Every engagement scores differently.
Who leads this work
Astrid Brillantes, Insurance Sales Leadership and Training
Insurance sales leader. $50M+ in sales revenue influenced in three years.
Talk to AstridRunning an agency, a brokerage, or a producer force?
No charge and no deck. Tell me what has stopped working and I will tell you what I would look at first.
Or call (727) 992-3817