Invest in Following the Money
By Tad Lague, Senior Sales Executive
The biggest blockers to significant growth year-over-year for many small to medium sized insurance agencies are based on bandwidth constraint with having fewer employees on staff. While these firms typically have more tenured and experienced staff on their payroll, smaller insurance agencies struggle with simply not having enough resources to increase sales, service accounts, and manage operations.
This case study highlights one solution Vantage Agora implemented for a client that produced a significant increase in client acquisition, revenue, and profits.
A small, independent agency representing Erie Insurance, Travelers, Safeco, and Hartford had solid annual performance but had difficulty growing the agency year-over-year. While annual renewals were strong, new customer acquisition was challenging. Protecting the business by servicing existing clients with the smaller team took priority over spending time trying to source new clients.
VANTAGE AGORA Solution
Vantage Agora introduced the concept of adding a remote staffing resource to the agency’s team. The full-time remote staffer was based in Bangalore and supported all the process-related functions that require significant attention but do not generate any additional premiums. A sample of the functions the Vantage Agora resource removed from the agency’s daily workload included:
- Issuing Certificates of Insurance
- Loss runs
- Additional insured endorsements
- Canceling policies
- Running Motor Vehicle Reports, etc.
By adding one additional remote staffing resource, this agency was able to repurpose their existing CSR staff to focus exclusively on servicing existing clients to gain a larger share of wallet by cross-selling additional products. Additionally, the agency principal was able to focus exclusively on generating new business and increasing sales.
The agency doubled their revenue year-over-year for several consecutive years. As the agency grew, they implemented a strategy to hire experienced producers rather than more support help to process the increased volume of non-premium generating functions. The CSRs continued to cross-sell to the existing customer base and the remote staff resource continued to service all the non-premium generating activities.
This non-traditional remote staffing solution enabled the agency principal to increase sales while still creating more free time to focus on family commitments. As for the agency’s staff, they were rewarded financially for achieving cross-sell goals and enhanced their overall work experience because they were adding more direct value to their existing clients.
Implement your Agency’s Remote Staffing Solution
Contact me today at 440.530.0656 or at firstname.lastname@example.org to see how we can design a remote staffing strategy to increase your revenue and reduce your costs on processing essential functions that do not generate any premium or add value to your clients.