The document discusses key drivers for organic growth at insurance agencies. It finds that the top 25% of agencies in organic growth regularly apply negative consequences for producers who miss sales goals, provide sales training, use pipeline management systems, employ sophisticated staff, and offer differentiated client products. The average agencies lag in these areas. The document encourages agencies to measure themselves on these metrics and implement a solid sales plan to hit growth numbers in 2012.

1. FOR THE RECORD
A MarshBerry Publication
Volume V, Issue 12 December, 2011
Hit Your Numbers in 2012
Growing organizations concentrate on what they can control year in and year out. Economics 101 says that if you
need to reach your organic growth goal, the options are to increase price, add new products or sell more existing
products. In the insurance world, the best option is to sell more existing products. The other two options are
limited. While there are several strategies that could impact growth, the following are key components in building a
sustainable growth model:
• Applying Negative Consequences • Sales Training for Producers • Pipeline Accountability Systems
• Sophisticated Staff • Differentiated Client Offering
The graph below illustrates the key drivers of organic growth. The average agencies represent the bottom 75%
of agencies in our database in terms of organic growth (average organic growth is -3% to -4%). The high-growth
agencies represent the top 25% in organic growth, with an average 4% to 5% in organic growth rate.
100%
90% Average Agency
78%
80% High-Growth Agency 74%
69% 67%
66% 64%
70%
60%
60%
46%
50%
41%
36%
40%
30%
20%
10%
0%
Applies Producer Negative Provides Well-Defined Utilizes a Pipeline Has a Sophisticated Provides Well-Defined
Consequences Sales Training Management System Service Staff Differentiation
While executing on an organic strategy is the challenge, the first step is comparing your organization to each
measurable metric. For example, do you enforce negative consequences for producers who do not hit their sales
goals? Taking a step back, are those expectations communicated and defined to the producers? Before enforcing
negative consequences, it is critical that producers know and understand their sales goals. If producers are not
meeting their expected goals, find coachable moments in their shortfalls and enhance their sales techniques through
training. Ask similar questions for each of the key drivers of organic growth.
The results of growth cannot be changed until measured and benchmarked. With the new year approaching, now
is the perfect time to regroup your sales team and implement a solid game plan for hitting your numbers throughout
2012. Whether measured monthly or quarterly, you can be certain that a fresh approach will motivate and inspire
your sales people.
Authored by Justin Berry, VP, Sales Mgmt. and Jim Wochele, Sales Mgmt. Analyst
Justin.Berry@MarshBerry.com, 440-220-5431 / Jim.Wochele@MarshBerry.com, 440-392-6559
MarshBerry • 4420 Sherwin Road • Willoughby, Ohio 44094 • 800-426-2774 • www.MarshBerry.com • MarshBerry@MarshBerry.com
No portion of this publication may be reproduced without express written consent from Marsh, Berry & Company, Inc. All rights reserved © 2011.
For a complete library of reports and newsletter back issues,
Learn. Improve. Realize. please visit www.MarshBerry.com/Articles.

2. LexisNexis® Sales Portal
Drive new business production by
automating the sales process.
The LexisNexis® Sales Portal is a state-of-the-art sales
automation tool offered by the LexisNexis® Insurance
Exchange. The Sales Portal is a natural complement to the
marketing and placement capabilities of the Insurance
Lead Pipeline Exchange and adds proven best practices in new business
Management Activity development and account retention. LexisNexis is committed
to the insurance industry and to providing leading-edge tools
and technology that help your business succeed.
Stewardship The Sales Portal (formerly a MarshBerry product) is an innovative, web-based
tool that automates all three aspects of the sales process: Lead Management,
Pipeline Management, and Service Timeline and Stewardship Reporting.
The easy to use technology allows agencies and brokers to track pre-
appointment activity, track and monitor producer sales activity throughout
the sales cycle, track service commitments relative to customer accounts,
and provide customized, stewardship documents to clients.
Join Us for Upcoming Live Web Demonstrations
Dates: December 15: 11 a.m.-12 p.m EST or
For more information: January 4: 1-2 p.m. EST
January 10: 1-2 p.m. EST
Call 800.458.9197 or email
insurance.sales@lexisnexis.com Join here: http://www.lexisnexis.com/risk/salesportalwebinar
Audio: 1.888.850.4523 / Password: 812834
Risk Solutions
Insurance
LexisNexis and the Knowledge Burst logo are registered trademarks of Reed Elsevier Properties Inc., used under license. Other products and services may be trademarks
or registered trademarks of their respective companies. Copyright © 2011 LexisNexis. All rights reserved. NXR01766-0 1211