1.Do you close 50%+ of the quotes in your niche market?

2.For new business, do most clients purchase 2+ policies?

3.Is there one niche you’re known for in your market right now? (realtor, lender, contractors, trucking, etc.)

4.Do you have a list of referral partners who send multiple leads every month?

5.Do you listen to recorded sales calls each week?

6.Are 2 sales and service calls per rep reviewed weekly with coaching notes?

7.Do you role-play common objections every week?

8.Are new clients asked for a referral on the phone, every time?

9.Do you have a gift-giving process for existing referral partners and potential referral partners? (not commission sharing)

10.Do you track referrals by partner and meet monthly to review who’s producing?

11.Do inside and outside producers run a weekly activity scorecard (calls, meetings, quotes) that’s reviewed as a team?

12.Do you review service metrics weekly (response time, renewals, tasks)?

13.Is it clear who sells policies (sales vs. service), and is it tracked?

14.Do you review your P&L monthly and make at least one decision from it?

15.Do you hold monthly 1:1s where every person knows if they’re on track or off?