Motivating Growth in a Challenging but Critical Insurance Product Line
At a Glance:
- 36% increase in median new life commissions over ten years
- Significantly outpacing national trends
Business Issue
Life insurance is one of the most challenging products to sell – it’s optional, intangible, and emotionally nuanced. It’s a critical product line for our client with sales numbers aligning with overall agent success.
Our Solution
We work in close partnership with our client to strategically design and deliver a group travel incentive that rewards top performers for increased productivity, but perhaps more importantly, builds bonds within the agent community and highlights our client’s high regard for the value of their partnership.
Each program has two tiers:
- All qualifying agents who hit their personal goal earn two spots for the group travel experience
- Top 25 agents get an extra three nights, often in a new destination, for a more exclusive experience with the
executive team
Programs rotate between domestic and international destinations and include a family experience every several years. Each travel incentive is designed with a deliberate mix of hosted events and open time. Strategically sponsored meals, events and activities encourage networking, while free time allows each agent to personalize their experience.
Each incentive includes a reception where legacy agents connect with first-time achievers, creating opportunities to share industry knowledge and build camaraderie.
The Results
The programs serve as a powerful business tool to inspire performance, deepen loyalty, and strengthen the agent sales community. Agents who earn the reward want to continue attending year after year, creating a self-starting momentum of motivation.
Over a recent 10-year timeframe, our client saw:
- 36% increase in median New Life Commissions
- 12% increase in median New Life Policy count
Overall results since program inception:
- Higher qualification levels sustain consistent YoY sales growth
- Lower agent turnover
- Stronger sales culture
Customer Testimonial
“The ROI for both quantitative and qualitative results is absolutely a homerun. They’re transformational rewards that motivate, unite, and propel our business forward. Motivation Excellence really gets our mission and helps us create memorable experiences that keep agents out-performing themselves year after year.” – VP of Sales & Marketing, Insurance Industry
