In this episode of the Insurance Leadership Podcast, CEO of Amwins Connect, Becky Patel joins Ryan Eaton to talk about the killers of growth. After 30+ years in the insurance industry, Patel gives practical, hands-on advice for leaders looking to reevaluate and reinvigorate their teams in today’s world.
Amwins Core Philosophy
Patel extrapolates on the importance of simplicity to any organization, exploring the intricacies of care values and communication. She goes on to explain that finding the core helps sift out unnecessary chaff from the organization.
Finding the core also helps realign people and teams to better understand their purpose, their goal, and their successes day-to-day. Although some may want to overcomplicate it all, the core ultimately drives better life and health insurance companies– distraction-free.
How do you make sure that everyone is focused? And so, what we did is we came back and said, what do we do every day? And we call that the core.
Solution Based Communication
Effective communication is about more than just exchanging information. It’s about understanding the obstacles of emotion and intentions behind the information.
Becky recognizes there are always going to be hierarchies and roles that defer to someone else, but she believes that it is vital to foster a culture where communication is encouraged. Specifically, communicating in solution-based responses which are going to lead to more efficiency overall.
Communicate in solution-based responses and deploy skillsets- we keep egos at the door and solve problems.
The Customer Journey
Remembering the customer is number one, Becky recognizes the customer is the reason the business exists. Looking at the process from the customer’s perspective and putting ourselves in our customer’s shoes, illuminates how her team solves problems.
It’s very important to Becky for each customer to have the proper tools to make the right decision for their healthcare needs. Without forgetting the important value of customer education and the role it plays in our business, they want to be part of accelerating growth throughout the customer journey.
It’s part of the value chain we’re building here.
Enemies of Growth
Becky goes into detail on how she has handled building out a sales organization. When developing an organization, it is obviously important to keep growth in mind with almost every decision.
One of Becky’s philosophies on growth is to always keep an eye on the market. For the most part, business growth is a natural process. The secret is to manage growth in a way that works by choosing how and when to grow.
Another point of importance for her is a lack of adherence to a sales philosophy. Formulating a philosophy and sticking to it will keep you in line to continue growing.
Hindrance to growth is the lack of alignment.
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