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Specialization

The Master Key to Agency Transformation

By Troy Korsgaden

Copyright © 2012 by Troy L. Korsgaden

Editorial services for this book provided by Laura Belgrave, editorial consultant for publishing professionals.

Design and production by Jim Pietras & Asssociates.

All rights reserved.

No part of this book may be used in whole or in part, or reproduced in any manner whatsoever, without written permission from the author.

For information or bulk purchase, please contact:

Troy Korsgaden

TKSystems

Central Park Professional Center

1700 West Walnut Avenue, Suite A

Visalia, CA 93277

Phone: 800-524-6390

Fax: 559-625-4990

Web Site: www.tksystems.org

Published in eBook format by eBookIt.com

http://www.eBookIt.com

ISBN-13: 978-1-4566-0790-6

Acknowledgments

Specialization could not have been completed without the help of family members, friends, and professional associates, all of whom helped to shape my work into a book I hope readers will find compelling and immediately useful.

Among those whose contributions I would specifically like to acknowledge are: Lindy Sullivan, for her help in shaping the content into a useful guide; BJ Anderson, who has been my discussion partner, daily editor, and all-around good friend; Laura Belgrave, for her creative input and final edit; Tracy Dunagan, for her keen proofreading skills and the final proofread; Jim Pietras, for his graphic design work; the staff at Troy Korsgaden Insurance in Visalia, California — the “Ultimate High-Performance Team,” and Sharon Jansma, my office director and “leader of the band.”

—Troy Korsgaden

Foreword

As a new insurance agent more than 25 years ago, I struggled like every other insurance agent. After many years of this, I established systems that literally transformed my agency into one of the most successful in the nation. One such system is what I call, “Specialization.”

Through Specialization, I changed the organizational structure of my agency from a team of generalized sales associates to a team of specialized associates; this was key to building my agency, and I hope I can persuade you that, through Specialization, you can do the same.

Now, if it seems overwhelming to think of changing the entire organizational structure of your agency, please understand that you don’t have to change overnight. You’re going to grow your agency over time, with each step growing out of the one you took before, and with each new step funded by revenues produced by the last. The truth is, it won’t take much of your time to make the organizational transformation I recommend in this guide. In fact, in the long run, the changes you make will actually free up a lot of time you’re currently putting into running your business.

This guide will lead you step by step through the entire transformation process from transitioning from a generalized agency to a specialist agency. You will be amazed at how these structural changes will provide a foundation for unprecedented growth.