In the highly competitive insurance industry, brokers and agencies are constantly seeking new ways to drive growth. Agents must reach sales targets, and agencies must attract and retain high-performing talent. Fortunately, recent innovations in digital sales platforms are making these goals achievable.

John Boothman of NAIFA partner iLife Technologies will give you actionable tips on how to incorporate more digital solutions into your business to drive growth and keep up in today's ever-changing market.

Profit is virtuous.

Yes, it is.

And profit—not revenue, not headcount—is the key to everything you want in your business.

By the time this article is finished, you’ll be thinking about profit all the time. You and your insurance agency will be much better off as a result.

I know you have a ton of metrics to watch. Many of them don’t tell a story and don’t help you make critical decisions. They just stress you out.

This one will change your life: Custom Acquisition Cost, or “CAC”.

How will CAC make you smarter?

CAC answers 3 questions that you probably can’t answer today. And without these answers, you’re guessing about where to spend your money. The 3 questions are:

1. How much do I currently spend to get a new customer?

2. How long does it take me to break even?

3. Where should I be spending?

This might be jarring for some readers. 10% will get it, and 1% will do something about it. Those who do will still compete for sales but not revenue, profit, or market share. We’re talking massive advantage.

“Insurance Agency” is not a business model. It’s a business. And that matters WAY MORE than you think.

Matt Wagner of NAIFA Business Performance Center Partner, Client Focus, shares nine ideas on how to drive high-value sales and help grow your business.

When I was an engineer, I won sales where the sales team couldn’t. Customers felt like I understood them and their ideal outcomes, which was true.

These 9 ideas have helped me drive high-value sales, in addition to:

• building trust
• maximizing customer lifetime value
• generating a lot of referrals and repeat business
• making me love my job