1.      They understand that it is the discipline of working a process that makes it effective. An average process worked consistently is better than a great process that is barely worked
 
2.      They understand that insurance is a contact sport. If you and your team are not willing to regularly contact customers, prospects, local businesses, and individuals that refer prospects to you by using a variety of live outreach and automated contact tools, you will never be a winner in this profession
 
3.      They hire staff for their ability, not their availability. They hire staff that has the right mentality and personality for the position that they are filling
 
4.      They don’t let their personal issues, or the personal issues of the staff sidetrack the agency’s processes
 
5.      They set aside time to make sure the best people for making the agency money, have the time to do it
 
6.      They don’t “Step over Dollars to pick up Dimes.” They don’t jump at every opportunity to spend money that comes along, or spend too much time and effort on things that offer no value to the agency
 
7.      They don’t try to do it alone, they have a large referral source or multiple medium size referral sources made up of businesses and individuals
 
8.      They delegate and empower their staff to make important decisions
 
9.      They have a business savings plan or line of credit that allows them to have money available when a really good marketing or business opportunity presents itself
 
10.  They have defined data management processes that everyone in the agency adheres to
 
11.  The agency sales staff presents and clearly explains the coverage that will best protect a customer’s quality of life should a claim occur, even if it is not always the lowest cost option
 
12.  They have a mentor (or multiple mentors) that they use to help them make the best decisions to grow the agency
 
13.  They make sure that the agency utilizes modern, effective, efficient, technology that allows the staff to be more productive in the agency
 
14.  They don’t allow their ego, arrogance, insecurities, and emotions to get in the way of them making good business decisions. If they see these things getting in the way, they get the hell out of the way and delegate the decision to someone with clearer judgment.