Personal Lines Account Executive

Mission of the Personal Lines 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 $50,000 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
etworking 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.

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