 Hey there, this is Vlad from the Insurance Sales Lab and I'm recording this video because I know a lot of insurance agents are struggling with holding their team accountable during this COVID-19 crisis where all of their team members are working from home. So what I'd like to do in this video is show you how you can hold your team accountable to still produce great results by installing a very systematic accountability process in your agency. So let's just jump right into it. What you need to first of all establish is video conference calls where twice a day you hop on a video call not just a phone call but a video call where everybody can see each other and go over several things that we're going to discuss in just a moment. Now the platform that you can use is called zoom.us. It's a free video conference platform that you can use from your mobile device or from your computer. Now the reason doing video calls is what I suggest is because it forces everybody to be a lot more engaged in the conversation versus just being on the phone. So video calls is an absolute must. Do not just rely on phone calls. So that's the first thing and you have these what I call daily huddles. There's a morning huddle and an afternoon huddle. You have to have them twice a day. So here's what you do in the morning huddle. You would want to start this about 15, 20, 20 minutes before you open your office. So if 9 a.m. is when you start accepting phone calls when your office normally opens then start your morning huddle at 8.40 or 8.45 and it has to be the same time every single morning. And during that 20 minute morning huddle session you do two things. The first thing you do is your roleplay the sales conversation. So you would want to roleplay scripts such as hey I'm too busy give me a call back later or your quote sounds great but let me think about it and get back to you or I need to talk to my spouse before I can move forward with your quotes that you gave me. So if you don't already have this script the six step script to the one call closed I'll include a link right below this video. Make sure you are using this script when you're making phone calls but this is the script that I would suggest that you roleplay with your team during your morning huddle video conference sessions. So that's the first thing that you want to do. The second thing is you can go over any announcements that you have for the team and if you do that every single morning you're going to build a culture of not just accountability but a culture where all of you guys are striving to get better day after your day because your roleplaying sales conversations every single morning. Now secondly during your afternoon huddle you would want to review your daily domination tracker and I'll include this in a link right below this video but essentially what this will do is give you as a agency owner an overview of what's happening in the day of each one of your team members. So here they would document every prospect that they spoke with whether they quoted them or not whether they asked for the sale or not and if they wrote the new household or if they didn't. So whether they are sales team members or service team members or if they do both sales and service this daily domination tracker will work. If you download this then I'll give you a video overview on how to best utilize this tool but the bottom line is this that when you do these morning sessions and video session morning sessions and afternoon video sessions you'll have a good sense of what's happening with your staff and if possible I suggest that you don't just go off of what your team members said what they wrote down on their daily domination tracker but pull an actual call report from your phone system. In fact earlier this morning I had a call with one of my clients he's an agent out in Utah and one of his team members who who worked supposedly all of last week um turned out that he only called a total of like 45 people throughout the entire week Monday through Friday he didn't have any service calls that he was supposed to take he made 45 phone calls his total time on the phone was less than two hours during the course of the entire 40 hour work week that is just mind-boggling and if the agent just went off of what the team members said then he would have never known the true reality of what the team member was doing the team member just wasn't working all the day like he said he was so it's imperative that US agency owner prints the call log every single day at the end of the day and review it with your team at the end of the day tell them how many phone calls they made and then the team members can tell you how many times they asked for the sale and how many new households they wrote now if you want any clarity on how to best implement this in your agency feel free to reach out to me I'll include my contact information at the bottom of this video a couple of things I want to leave you with first is that activity does not equal productivity just because you're busy you're doing things doesn't mean that you're productive and that you're making progress in fact here's something I want to say and I think this is important for everybody when you have these morning huddles and afternoon huddles there's one specific word that I want you to absolutely avoid never say this during your video calls never show up to a call and say I was busy everybody's busy and we don't care if you're busy the question is were you productive and there's there are a couple of ways that you can measure whether you were productive or not if you're someone who's in charge of acquiring new clients for your agency if you're a sales producer then your job is very simple pick up the phone start dialing and get to the end of the conversation where you ask for the sale and you want to do that four times a day you want to find a minimum of four new people that you that you talk to on a daily basis who you get to the end of the call and ask for the sale and if you're not doing that then you're wasting your agent's money they shouldn't be paying you to work in the agency if you're not on the phone and calling prospects so I don't want to come across rude or harsh this is not intended to micromanage your team this is intended to provide clarity for the team members and the agency owner and help everybody understand how everything's going normally when things are are are normal everybody's working in an office you can kind of tell what's happening but when everybody's working from their from their home it makes things so much more complicated the cool thing is that these things don't have to go away once this whole COVID-19 crisis goes away when you go back into working in your agency you get you should still have your morning huddles and you should still have your afternoon huddle but you'll do it in person but for the time being whether it takes one two or three months to get everything back to normal where people can go back and work out of their office I highly suggest that you do these video calls twice a day and if you have any questions on how to best implement that in your day-to-day feel free to reach out to me and as far as this daily domination tracker I'll include a link below this video make sure you download that with that I want to wish you the best and reach out to me if you have any questions about how to hold your team members accountable and if you don't have the sales script already if you're not using the sales script make sure you get access to that as well take care