Developing strategies to meet your goals. When you know what production you need/want, you can plan where it will come from and how to make it happen. Business planning strategies should describe the reasons, means and methods for a plan of action, and include, as appropriate, schedules, income and cost projections, and samples of materials and resources.
Try this! Develop detailed, written strategies for the following key career functions.
- Marketing. Markets are people, not products. What markets do you intend to target? Are there enough potential on-profile prospects to support your efforts? What percentages of your overall production will come from each group? What costs will be incurred? How will you learn about your markets (common characteristics, common needs and wants, and concerns, communication links)? What pre-approach techniques and sales presentations will you use?
- Client-Building. What basic services will you provide all assigned on-profile policyholders? What other services will you provide to selected clients? How will "proactive" service become a profit-center for your business? What percentage of your annual production will come from existing on-profile clients or policyholders? What costs will be incurred?
- Career Development. What knowledge and skills training, and continuing education, will you need to become confident and competent in your markets? Who will deliver this training and education? What will it cost? Who will pay? What are projected start and completion dates?
