Back to school. Yes we are back in a rhythm and routine. We may miss the longer days, the more relaxed atmosphere and the drinking a beer while mowing the lawn in the evening but it’s time to get back to business. As you pull out that handy 2018 plan you did so eagerly, you may have a sense of panic. Did we execute on anything on this list, or did all the challenges of running a business get in our way? So if we are looking at a list that is half done and the year is 75% over, it’s time to go into overdrive to make it work, right?
How to Get Back On Track
Now that you are getting organized it’s time to identify how we can get on track to finish the year hitting all the to do’s that needed to get done. We are going to break it down into 2 sections:
- The to do list: The items you swore were going to happen this year
- The goal list: Where are we with the goals you set out to hit this year?
The To Do List
If you are a member of any of the Facebook Groups, Mastermind Groups or attend routinely events in the insurance space there is no doubt you have the laundry list of items you want to do. It’s very inspiring to see everyone’s successes and think we should do that! Then you get home to all other the stuff. So how can we get into a rhythm of execution?
Step 1: Build a list
Often time the ideas are scattered. A little here, a little there. But now it’s time to build 1 list with everything you have ever considered doing. Yup, get it all in 1 place. You can use something like Evernote to take online notes. You can download the app and anytime something pops into your head boom, you can jot it down. Sawwwweeett!
Step 2: Prioritize the list
This may be the hardest part right? You want to do it all. But let’s face it there are some things that can be challenging. Mainly the following:
- Time
- Buy in
- Budget
You may quickly find that it becomes apparent what exactly you can move forward with quickly and efficiently.
Step 3: Execute
Next you have to move forward. Call the sales reps. Get the process moving. When moving forward with the To Do’s there is often a sales period, prep period and installation period. So here is the deal, you can’t go ham, egg and cheese having sales meeting after sales meeting and then sit on all proposals because you have paralysis of analysis.
You need to right now put a date in the calendar to make a decision. You can’t go on fire then stall out because making a decision is hard. You start to overthink everything. Commit to moving forward, you have been thinking about this for a very long time.
Step 4: Create your plan for the other items you want to do
We love having an incentive for people to get stuff done. That means picking 1 project to execute on every quarter. Now you can take your to dos and plan 4 to do’s to flawlessly execute on. One per quarter. Now you know what to plan and focus on efficiently. Then motivate your team with an incentive to get it adopted.
Step 5: Flawlessly Execute
There is nothing worse than getting all the hype and then it all falling flat, with zero execution. So much hype and energy and then nothing but eye rolling.
AWESOME now what. We have to go back and have a clear benefit, training and accountability. In all reality, if something doesn’t work who’s fault is it? (Hint – look in the mirror!)
Now that we have a strong idea of how to hop on our to do’s lets knock out agency goals.
Agency Goals
Wait one minute. If you are stopping reading this blog right now because you don’t have agency goals keep reading. First, because you need to have them. Second, because you should be creating them right now for next year or even Q4. Finally, if you have no goals you need to get to the bottom of this blog so you can contact us to correct it.
Step 1: Find out where you stand
If the goals happen to get away from you, let’s start there. Where are we, how far ahead and where should we be?
This is critical step. From here you can break down where you need to be by:
- Person
- By Month
- By Week
- By Day
It’s amazing sometimes when you break it down by person and by goal how it can become very simple to get things pulled around.
Step 2: Create Your Plan
The last thing you want to do is to go to your team and say “We are off track, let’s hit these new goals…now!” Nope before you drop new goals like bombs on your team you need to provide a plan of what is going to happen to get the goals back on track. Answer these questions to help build your plan:
- What marketing resources can you engage in to get things on track?
- Branding
- Email campaigns
- Facebook Ads
- CRM tools
- Purchased leads
- Networking Events
- What training can we engage with to get the team in shape to hit goal?
- What tools can we provide to help encourage the team?
Step 3: Get help in the areas you need it
There is no shame in asking for help. We all can’t be ridiculously amazing at everything, right? Maybe you aren’t a great motivator. Or maybe you struggle with Marketing. What you don’t enjoy and what you aren’t good at seek help for. Trying to make it work won’t work!
Step 4: Have a Launch Party
Not sure what a launch party is? Rather than a meeting have a launch party to get the team psyched and ready to rock and roll! Kick off the plan with a bang. This is much more motivating than a boring meeting!
Now what is your excuse to move forward on your business goals? It it’s time, then watch this, get over it and let’s crush out 2018!
