In this episode of the Ridiculously Amazing Insurance Agent podcast, host Kelly Donahue-Piro brings you a mashup of her 3-minute videos where she discusses accountability versus micromanagement, the fear of cross-selling, the assuming of the close, and how training works.

Episode Highlights:

• Kelly shares the idea of micromanagement and accountability. (3:43)
• Kelly mentions the difference between a one-time failure and a repetitive action. (5:53)
• Kelly mentions the two key triggers you must focus on if you feel like you're stepping in and micromanaging. (7:30)
• Kelly shares how cross-selling starts. (8:29)
• Kelly shares the idea of cross-selling, both for current customers and at the point of sale. (8:55)
• Kelly mentions the closing strategies for insurance quotes. (13:44)
• Kelly shares the difference between the two huge sales strategies to make people feel comfortable. (14:46)
• Kelly shares a tip from Stephen Harrington of Cross Insurance. (17:13)
• How does training work? (18:07)
• Kelly shares how the training is done in their programs. (18:31)

Key Quotes:

• “If someone is not following suit with how the agency believes something should be handled, this also has to be addressed. I don't want micromanagement confused with following a process. micromanagement typically occurs when there's a failure to follow a process.” - Kelly Donahue-Piro
• “We always want to have a conversation, because hopefully, we're also providing people multiple options. This is such a great way to upsell and what it does is it empowers the consumer to understand more about their insurance, not take it or leave it.” - Kelly Donahue-Piro
• “Most people need that little call to action. When you call someone to action, you're saving them so much time, most people don't want to deal with their insurance, so we can take it off their list of things to do. And they don't call another agent or wait for another agent’s quote.” - Kelly Donahue-Piro

Resources Mentioned:

• Kelly Donahue-Piro LinkedIn
• Agency Performance Partners