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Agency Blog | Crushing Mediocrity

The first month of the year is winding down. If you have not done so already, it is time to be finalizing your success plan for 2021.


“Ideal clients.” A term that gets thrown around a lot but is not very often defined in a way that’s particularly helpful in identifying the right organizations and making them your clients.

When we ask a salesperson or leader to describe their ideal client, they typically start with the number of employees a company has. Why? Because the industry teaches us that numbers are the most important factor: number of lives on a plan, number of years in business, plan numbers on a renewal spreadsheet.

But there are many things far more critical than simply numbers! Just because you have the numbers doesn't mean either of you want to work together. And I will argue all day long that having a good working relationship is the most important factor in selecting clients.


The most misunderstood business function in our industry is marketing.

In particular, agencies have been unaware or chosen to ignore just how important marketing is to their growth. This seems to be changing, though; there appears to be an awakening around the subject.


Explore our Agency Growth Platform

Prospecting

Not all prospect pipelines are created equal. Do you know what separates a good pipeline from a bad one? The quality of the prospects in it: Where they came from and what they look like.

Learn how to identify the right prospects that will help grow your book of business.

Marketing

Your prospective clients will visit your website, your LinkedIn profile, and/or search for you online. What will they see? Is it a compelling story that makes them want to learn more? Or is it just another version of the same story they have from their current broker?

Use your marketing activities to get people excited about having a conversation with your sales team.

Sales

Employers are tired of the same old conversation about a census and a spreadsheet. Consultants who bring a different conversation are seeing different results. Uncover their needs and opportunities through educational discovery and prioritized advice.

Win new business by moving leads through the sales pipeline and converting them into clients.

Leadership

The best leaders make difficult decisions and hold team members accountable to defined processes and high standards. But more importantly, they have a clear vision of where they’re leading the team and approach their role from a position of gratitude and goodwill.

Rise to new levels of agency growth with a strong team rallying around a unified vision.

Q4Live

Q4Live is a networking conference for forward thinking benefits advisors. We gather together about every nine months and share ideas, strategies, how-tos, and how-we-did-it stories. Learning new ideas is great, but knowing how to put them into action is critical for your success with clients. This is where you get the inspiration and the knowledge to pair the idea with the action.

Learn new strategies for connecting with employers in a more effective way and network with other industry-leading advisors and solution providers.

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“If you are not subscribed to the content of Q4intelligence and following them online, you need to! They’ll give you a healthy kick in the pants. They’ll tell you how it is and how it’s gonna be.  Personally, they inspire me to know it’s okay to say things nobody else is willing to say, but that need to be said.”

~Mike Embry, President, Comprehensive Benefits, Inc. and NAHU