Transcript excerpt from a YouTube interview discussing how implementing the Sitkins methodology transformed an insurance agency. The speaker credits a shared sales-language and repeatable sales process (producer fit, referral process, green zone, coins/fics terminology) with driving cultural change, improving onboarding of new producers, and record new-business results.
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What would you say has probably been the biggest takeaway in working with Sitkin stuff that you've been able to go implement out in the marketplace or in your agency over the years? Yeah, I mean, and we talked about this before. It's, it's been game changing for us as an organization to talk the same language and come from the same sales process. And that's been the biggest thing. I mean, even our account managers, down to our receptionists, when they know, they know, you know, the Sipkins methodology and they understand it and some of the things you've done, even from the service team, we've just talked about the am fit to, all the way up to the huddles to the low risk practice when they know they're doing, practicing all the stuff that we all speak the same language. And it's not the, you know, general liability and workers kind of the insurance like, it's the sales process language. So it's, it's been so ingrained in us now and it's worked so well. I mean, our best producers are the ones who really help follow the process and of what we've been learned through you and Roger and your team, Brent. It's just been, you know, it's been a great culture shift for us where we were so siloed about, some guy was doing it this way, some gal was doing it that way, and someone's having success, says one. But now we can really help, you know, not just evaluate, but help lead newer producers in the right direction. Like, here's the process, here's the referral process, here's the green zone, here's, you know, why you want fics or coins or all the terminology. Now, if you would ask me those 10 years ago, I would have looked at you like you were weird and what the hell does that mean? And why are you saying that? But now you have, you know, you'll have new producers who go through your, you know, your producer fit and they'll say, hey, I have this coin. You know, that like, it's just, it's, it's funny to think like, what did we do before? You know, what we do before is the truth. And as you know, we've been very, you know, successful with our new business over the last several years. The most we, we've had in the agency. Roger will say we need more. But, you know, we're trying our best to keep breaking records and, and that's just a matter of the team doing what they do. But the sickens, I don't think we would be where we're at now if we would have engaged with you and going through this similar sales process that you guys have been great, great at teaching us and guiding us.
