LD-00100 Point of View

How will my company understand the essence of business development?


 

 

 

 

 

Prins Insurance, Inc. – Sioux Falls

 

E-Myth Point of View In Action – Dick Applequist

 

 

 

 

About Yourself
Positive Example

 

Point of view being illustrated:  Be Proactive 

 

Description of the incident, showing how the point of view was used:  During the past two years insurance companies have been having a tough time making money, and many have quit doing business in the State of South Dakota because our population is small and the opportunity is limited in the state.  We have lost one company during the past two years, and have gained two companies to write business with.  We also have joined a national agency alliance to develop our insurance markets and receive some commission overrides.  Our insurance company representation is greater now than it was two years ago.  We are trying to be proactive in developing new opportunities.

 

About Yourself
Negative Example

 

 

Point of view being illustrated:  Break out of your comfort zone

 

Description of the incident, showing how the point of view was used:  During the past 3 years we have used a cumbersome and hard to learn data entry system for one of our insurance companies.  Three years ago we taught another person how to do it, they didn’t like the system, and quit working for us.  From then on I did it myself, and wasted 2 to 4 hours per day in data entry.  (We should have taught someone else how to do it until we found someone who liked it, but I was more comfortable doing it myself)

 

 

 

 

About Your Business
Positive Example

 

Point of view being illustrated:  Systems should be as simple as possible

 

Description of the incident, showing how the point of view was used:  We are getting a new agency management computer system to help develop simple systems.  After proper employee education many tasks will take half as long to complete compared to how we are doing them now.   We are also developing a simple system for quoting personal automobile and homeowner’s policies.

 

About Your Business
Negative Example

 

 

Point of view being illustrated:  Reaching your objectives requires Strategic Work

 

Description of the incident, showing how the point of view was used:  We are not doing enough strategic work in our business.  We spend too much time with the day to day customer service and sales functions, and not enough time developing systems to do the work in an orderly and easy way.  An example is quoting a homeowners policy for one of our companies.  We could spend the time to build an eight question form in the computer, hit the submit button, and the quote will print out correct and complete, and ready to mail.  Instead, we don’t take the time to do that, and figure out each one by hand, and then enter the information in the computer to complete the written quote.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

About Your Employees
Positive Example

 

Point of view being illustrated:  Orchestrated patterns are natural for people

 

Description of the incident, showing how the point of view was used:  We have set up simple systems to do insurance certificates and other various tasks.  It seems that the more simple they are, and the more they are understood, the happier the employee is doing the task.

 

 

About Your Employees
Negative Example

 

 

Point of view being illustrated:  Delegate

 

Description of the incident, showing how the point of view was used:  We had one insurance company that stopped doing business in the state.  We had to quote and rewrite all the policies with different companies.  We figured out the system to use with everybody’s input, and then delegated the system to an employee.  She made her own changes to the system without anyone’s knowledge and after six months she was the only one that knew what she was doing.  We gave the work to the person but did not have the standards and accountability associated with it.  We work was abdicated rather than delegated.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

About Your Customers
Positive Example

 

Point of view being illustrated:  Unconscious needs drive customer choice

 

Description of the incident, showing how the point of view was used:  When we give a quote to a prospect we also give him or her a complete written proposal with an explanation for each part of the insurance.  We have found that there is an unconscious need for a prospect to understand what they are buying.  If we are close in price, but a little higher, customers have chosen our agency over others because of the proposal.

 

About Your Customers
Negative Example

 

 

Point of view being illustrated:  Complaints are opportunities

 

Description of the incident, showing how the point of view was used:  I had a client who bought a condominium in Arizona and wanted the liability extended on his homeowner’s policy.  The company we had his insurance with would not extend coverage to Arizona.  We tried to write the insurance with another company who would extend the liability, but the premium was much higher.  Our client left our agency.  We tried to accommodate his problem, but could not satisfy the client with our agency resources.