Insurance Sales Lab

Insurance Sales Lab

Disciplines Of Execution

Installing 4DX With Your Team

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Disciplines Of Execution

The 4 Disciplines of Execution - Videos

Watch First: 6 Minute Video Watch Second: 48 Minute Video What to Expect: 4DX is not a set of guidelines, but a set of disciplines. Installing 4DX will require your finest efforts, but the payoff will be a team that performs consistently and with excellence. The purpose of 4DX is not just to get results, but got create a culture of perfect execution.

DISCIPLINES OF EXECUTION - INSTALLING 4DX WITH YOUR TEAM | PAGE 1

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Disciplines Of Execution

Disciple 1: Focus On The Wildly Important Goals

A wildly important goal (WIG) is a goal that can make all the difference for your insurance agency. You're going to commit to apply a disproportionate amount of energy to it. In determining your wildly important goal, don't ask "What's most important?" Instead, begin by asking "If every other area of our operation remained at its current level of performance, what is the one area where change would have the greatest impact?" Whether your WIG comes from within the whirlwind or outside it, your real aim is not only to achieve it, but also to then make the new level of performance a natural part of your team's operation.

Don't confuse your Whirlwind with your WIGS

The whirlwind robs from you the focus required to move your team forward, and is the main detractor of execution success.

DISCIPLINES OF EXECUTION - INSTALLING 4DX WITH YOUR TEAM | PAGE 2

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Disciplines Of Execution

Installing Discipline 1: Focus on the Wildly Important Goals

Define the WIGs according to these rules:

? Begin with a verb. Simple verbs focus the mind immediately on action. For example: "Achieve Travel Status."

? Define the lag measure. Lag measures are metrics you lose sleep over. They are metrics like premium sold, policies written, lapse cancellation, etc. They are called lags because by the time you see them, the performance that drove them has already passed. You can't do anything to fix them, they are history. Lag measures track the success of your wildly important goal and tells you if you've achieved the goal. They mark a precise finish line for the team. Write lag measures in the format from X to Y by when.

? Focus on what, not how. Many teams define a clear goal but then complicate it by adding a lengthy description of how the goal will be achieved. The WIG should focus exclusively on what the team plans to achieve, and by what date.

For example: "Increase Life Sales From 10 To 100 By December 31st" Exercise: Come up with 5 ideas for the WIGS and rank them by top priority

Ideas for the Wildly Current Result

Important Goals

(From X)

Desired Result (To Y)

Deadline (By When)

Rank

Focus On Less WIGS To Achieve More

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Disciplines Of Execution

Disciple 2: Act On The Lead Measures

Lead measures track the critical activities that drive, or lead to the lag measure. They predict success of the lag measure and are influenced directly by the team. Acting on lead measures is essential to superb performance, but it is also the single most difficult aspect of installing 4DX in your team.

Installing Discipline 2: Act on the Lead Measures

Define the Lead Measures Answer these questions as you put the lead measures in final form: ? Are we tracking team or individual performance? Tracking team results allows for differences in indi-

vidual performance while still enabling the team to achieve the outcome. ? Are we tracking the lead measure daily or weekly? Daily tracking creates the highest level of ac-

countability because it demands the same performance from every associate every day, where weekly tracking allows for varying performance each day as long as the overall result for the week is achieved. ? What is the quantitative standard? In other words, "How much / how often / how consistently are we supposed to perform?" ? What is the qualitative standard? In other words, "How well are we supposed to perform? ? Does it start with a verb? Simple verbs focus the mind immediately on action. For example: "Meet with 10 prospects per week to discuss life insurance needs" Exercise: Come up with 10 ideas for Lead Measures and rank them by top priority

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