New Business Training and Development for Growth-Oriented Firms
Baker Growth’s long-standing dedication of service exclusively in the insurance brokerage vertical uniquely positions us as a training and executive development partner without peer. Our focus on creating real, sustainable, organic growth hinges on demolishing the typical “coverage and price” sales appeals of the past, with a more customer-centric, benefits-oriented approach based on risk and human capital management and long-term cost reduction.
We do this in two ways:
FirstSteps Program for High Potential Producers and Newcomers
As more insurance brokers reach retirement age, and the millennial generation increasingly redefines the insurance market mindset, firms are seeking a new class of professionals to carry the industry forward.
But, how does an aging industry inject new blood? What can be done to bridge the knowledge gap and transfer proven best practices?
Baker Growth Specialists answers these questions with our FirstSteps Program, designed to recruit proven sales professionals from other industries at the early stages of their careers, and develop them into the new breed of risk advisor more firms now need to compete.
The program covers a nine-month development period during which recruits learn all the fundamentals of the industry, but concentrate more on becoming a personal risk advisor rather than a traditional insurance broker.
The key ingredient is accountability. Throughout the process, trainees actually execute the lessons in progress, opening new opportunities under the close mentorship of established, internal producers. These mentors assist with technical questions and demonstrate best practices, as the trainee begins to grow their book of business over the course of their first year with the firm.
Under FirstSteps, new recruits have proven to succeed at a rate of nearly three times the industry average. As a result, next generation talent comes on board with a solid foundation, motivated and equipped to generate predictable, organic growth for the firm.
If you’d like to compress the time and resources it takes to create new, confident, high-level producers who appeal to today’s modern generation of insurance consumers, talk to Baker Growth about FirstSteps today.
Mastering Accelerated Production (MAP) Program for Experienced Producers
In many firms, as top producers begin to hit $500K to $750K in revenues, their production numbers tend to plateau. If they do happen to make it to the $1 million mark, they too often convert themselves into doing the work of their account managers, and upward progress comes to a halt.
What can firms do to motivate their most successful people to do more? How do they even approach a star producer to suggest that they could be doing more?
Baker Growth’s Mastering Accelerated Production (MAP) Program lights the way. This six-month curriculum meets successful producers on their own terms and offers them breakthrough strategies that can take their numbers to unprecedented heights.
It starts by understanding that today’s marketplace requires differentiation, beyond coverage and price. Our MAP dialog centers on risk and human capital management and exposure, positioning the producer as a risk advisor, able to help clients cut cost as well as better position the client to reduce their specific risks. It also stresses how to open new opportunities and usher the sales process all the way to a broker-of-record relationship.
The MAP program is clearly not for everyone. But, for those who accept the challenge, their ensuing results will likely inspire others to get on board, creating an internal groundswell of highly motivated, competitive producers driving organic growth across the firm.