RECRUITING & HIRING EMERGING LEADERS
Description of the 6 Recruiting & Hiring Series Courses
MARSHBERRY'S STATE OF THE INDUSTRY PREVIEW
Webinar: March 14, 2017, 10:00 a.m. PST: MarshBerry’s State of the Industry Preview provides highlights of the challenges and opportunities that are likely to present themselves in the upcoming year to independently owned agencies and brokers. Participants will also receive a glimpse into the MarshBerry 360 agenda this year which includes: best practices of recruiting, hiring and training, sales culture development, merger & acquisition hot topics & trends, and current state of the insurance industry.
TOP 10 ATTRIBUTES OF A SUCCESSFUL PRODUCER
Webinar: April 18, 2017, 10:00 a.m. PDT: Hiring better producers is paramount to success. This session will cover the top 10 attributes of successful producers and what interview questions you can ask to help determine those characteristics before you make a hiring decision.
CREATING A SMALL BUSINESS UNIT
Webinar: Aug. 15, 2017, 10:00 a.m., PDT: A common refrain we hear from executives and producers is, “There’s no time to prospect because of all the service work!” Even with account executives and account managers assisting, producers spend an unacceptable amount of time servicing small accounts that bring in little revenue. Enter the Small Business Unit (SBU). During this webinar, attendees will learn how an SBU can change their agency and create capacity for producers, and they’ll leave with an understanding of how to implement an SBU in their own agency.
RUN YOUR AGENCY LIKE IT'S FOR SALE 7 YOU'LL NEVER HAVE TO SELL
Webinar: Oct. 10, 2017: 10:00 a.m. PDT: Remaining independent for some agencies isn’t always an option. However, if you run your agency like it’s for sale, you may not ever have to sell. During this session, we’ll discuss tools for remaining independent.
BIG "I" BEST PRACTICES - KEY METRICS
Video On Demand: Insurance industry performance remains strong, and agency ownership remains a great investment – but competition is a constant in the insurance industry landscape. Healthy firms control their own destiny by understanding their business and what drives its value, by setting goals and managing strategically, and by leveraging opportunities. The Best Practices Study provides unique peer performance data and critical insights on how to take your agency to the next level. It gives you the metrics that monitor the key drivers of value for any agency and tools for establishing a culture of excellence and accountability that will result in long-term success.
BIG "I" BEST PRACTICES - MERGERS & ACQUISITIONS
Video On Demand: The insurance industry continues to be an active marketplace for M&A activity, with tremendous growth in regional and national acquirers and rising valuation multiples over the last decade. Many factors have contributed to this trend, and independent agencies should understand the drivers of this activity and how it can impact both individual firms and the industry as a whole.
BIG "I" BEST PRACTICES - 2016 STUDY HIGHLIGHTS
Video On Demand: The recently released 2016 Best Practice Study is the 24th edition of this valuable industry resource that provides benchmarking data on key financial, operating, and sales metrics for agencies of all sizes by revenue category. 2016 marks the beginning of a new three-year study cycle and a newly designated group of Best Practices Agencies from around the country. It also includes a host of upgrades and additions, including a comprehensive industry overview by Reagan Consulting.
BIG "I" BEST PRACTICES - PERPETUATION PLANNING
Video On Demand: Insurance agency ownership continues to be a great investment, but maintaining independence as an agency requires active planning and constant monitoring of the sustainability of your firm. An active M&A landscape, the aging of the industry, and adequate perpetuation financing are among the challenges agencies need to consider on the road to successful perpetuation, but healthy firms can control their destiny by understanding the drivers of value and managing their future strategically.
BIG "I" BEST PRACTICES - PRODUCER RECRUITING & DEVELOPMENT
Wednesday, Dec. 14, 2016 - 10:00 a.m. - 10:15 a.m. PT
Speaker: Tom Doran, Partner, Reagan Consulting
Finding, hiring, and developing new production talent is one of the major challenges in our industry – and an agency’s ability to meet this challenge has broad implications for its ability to grow, prosper, and even remain privately owned. A recent study looked at this issue in an effort to highlight best practices in determining the right amount of hiring necessary, screening & selecting candidates, training & developing new producers, and increasing the overall success of both your hiring practices and your producers.
AGENCY MANAGEMENT PREVIEW
Video On Demand: The MarshBerry Preview provides an overview on creating transformational change within an organization, including how to create and maintain a best in class culture, best practices of talent acquisition and development, how to drive predictable and profitable organic growth, an update on agency value and the M&A market, and the impact technology can have on growing your business.
Talent Acquisition & Development: Producer Recruiting Best Practices
Video On Demand: The most challenging part of growing a firm, systematic and consistent hiring, is also one of the most critical components of current and future success. During the webinar, MarshBerry will provide best practices we have seen regarding talent acquisition and development of new producers.
CREATING AN AGENCY SALES CULTURE
Video On Demand: Predictable, profitable organic growth requires focus on driving changes within your organization’s culture. To do this we need to explore the "Three T's" of why producers fail to meet expectations. During the webinar, MarshBerry will discuss the three T’s and what you need to do to change behavior and drive a true sales culture.
STRATEGIC BUSINESS PLANNING
Video on Demand: The lack of meaningful business planning is one of the leading causes of agency consolidation. During the webinar, MarshBerry will provide tips on how to develop and implement a solid and effective business plan.
PERPETUATION - DRIVING INDEPENDENCE BY MAXIMIZING VALUE
Video on Demand: Most brokerages inevitably fail to perpetuate ownership internally. Perpetuation entails the successful transfer of stock, leadership and relationships. During this webinar, MarshBerry will provide a high-level perspective on organizational changes that should occur in order to perpetuate ownership internally.