Account Executive
Account Executive
Mission of the Account Executive
To grow the personal/commercial book of business by maximizing the insurance sales process and applying
these strategies daily. This includes calling on lost business, unsold quotes and monoline 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
- Sell over $45,000 in new premium per month
- Call lost business list each week
- Call unsold quotes coming up for renewal each week
- Call monoline accounts for account reviews and account rounding opportunities each week
- Meet with one center of influence each quarter
- Attend one networking event each quarter
- Market all accounts and present proposals
- Place business according to the goals of the agency
- Stop, listen, and ask questions of your customers in order to clearly understand their needs and
to build solid relationships - Identify training needs with assistance from managers. Develop a personal improvement plan
and take responsibility for learning and improving technical and sales skills regularlY
- Follow the new business sales process and maintain a closing ratio of over 50%
- Connect with new inbound inquiries in under 5 minutes
- Follow up with 5-6 phone calls on new web business
- Complete all outbound calls each week (lost business, monoline account reviews and unsold business)
- 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
- Follow up with 5-6 phone calls after presenting pricing
- Ask for referrals
- Use strategies to sell policy features and avoid selling on price
- Update carrier websites and agency management system daily for:
- Prospects
- New Business
- Any service calls you have
- Prequalify insurance prospects for insurability and quality of risk
- Obtain signed apps, payment, bind coverage and finalize all underwriting needs
- Closing ratio will be monitored and adjusted as needed; the closing ratio is determined by thE number of opportunities that are quoted vs. bound
- Work to improve agency retention with a goal of 88%
- Average a minimum of 70% multiline accounts
- Follow up with new business 30 days after the point of sale
- Ask for referrals
- Sell business according to the agency standards
- Identify networking group opportunities
- Identify networking groups and events in the community
- Attend a minimum of 4 community/networking events each month
- Represent the company accordingly
- Represent the agency as if it were your own
- Identify and connect with centers of influence
- Conduct one meeting per week or 4 per month with a center of influence
- The goal is to connect with them to generate referrals
- Work to support the marketing and branding team in the following ways:
- Provide them any business cards to be entered into marketing campaigns
- Suggest blog, email and social media topics to the marketing department
- Share agency social media posts on personal social networks
- Participate in pictures and agency branding opportunities when invited
- Obtain 5 New testimonials monthly
- Be available to connect with prospects on their time. This includes responding to web forms in the evening and on weekends.
- Proper management system usage
- Use the management system as directed by agency leadership
- Put all new prospects into the management system and update notes
- When speaking with or emailing a client, update the management system immediately
- Respond to all account managers questions and/or emails within 24 hours
- Positive attitude and efficient work ethic
- 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
- Possess and maintain a positive mental attitude, including positive working relationships with clients and agency personnel
- Resource for market placement
- Guide agency personnel on proper market placement for new and existing clients
- Update agency personnel on any major changes to carrier appetite or offerings
Principles
- Address difficult issues professionally and quickly
- Listen to learn and strengthen the agency
- Be relentlessly positive with the team and see their potential when they cannot
- Outlast the suck of adopting change
- Be driven to achieve the agency’s goals
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 can-do 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. |
Performance Review
Monthly meeting with the agency leadership to review pipeline, sales and management system usage.