Creating Warriors with Continuous Coaching Culture

by | December 21, 2020

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In this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Mallory Leonard, Principal at ExecHQ. Mallory talks about the significance of having a good coaching culture that’s beneficial in growing your business. 

Episode Highlights:

  • Katlyn introduces Mallory Leonard. (1:03)
  • Mallory mentions that she was living in San Diego for 10 years when she had her agency at Allstate agency and eventually sold the agency in 2019. (1:53)
  • Mallory shares that she started as a Sales Producer for an agency and grew a book business on the broker side, at the same time. (4:55)
  • Mallory shares that if you treat your agency like a retail location, you’re going to get retail employees. Therefore, she treated her employees like professionals. (6:30)
  • Mallory mentions that you have to make sure that you’re putting people in place who have the right leadership skills. But if they don’t, help them and cultivate them to be a good leader. (8:29)
  • Mallory thinks that setting strategic goals with your employees is helpful for the growth of the operation. (10:13)
  • Mallory mentions that written expectation of what you want from them, on a production level or a productivity level is a huge factor. But if they’re not hitting the right actions, figure out what was the obstacle. (14:01)
  • Mallory shares that collaborating with your employees and finding out what would make them love being in your office is vital. (19:48)
  • Mallory shares that if you have a disciplinary situation and they’re used to having a conversation with you, it becomes a bit easier. Because they’re used to having that relationship and that ability to communicate with you. (24:59)
  • Mallory thinks that what you need to look at is their ability to sell and be able to recognize if that person is in the right role. (26:56)
  • Mallory explains how her goal sheet could be a helpful tool. (27:50)
  • Mallory shares that if you have the right organization and the right employee, join them in the meetings and work as a team in that way, you create a mentorship between your employees. (37:59)
  • Mallory thinks that the biggest mistake people make as a leader is assuming that they know what’s best for everyone. (41:02)

Key Quotes:

  • “I swore off insurance. I have never even worked in insurance again. But I was young and I even didn’t realize that it wasn’t insurance that I didn’t like, it was the culture and the breakdown of the office. And I always said, I would never let my employees feel the way I felt in that organization ever again.” – Mallory Leonard
  • “Giving them an understanding of what they are there for, right? So, they’re not just there to sell insurance, they’re not just there to service your policies, they’re there to see these growth paths, and they need to own it just as much as you do.” – Mallory Leonard
  • “You can’t expect your middle producers to be your best producer, there’s always going to be someone in the middle ground, and you can push them to get there. So, I’d rather have two producers that did average than, one high-end producer because if I lose them, I’m screwed.” – Mallory Leonard
  • “I think the biggest thing to remember is that our human nature is that we thrive on structure, right? We thrive on process and accountability. So, this is your time to give them that structure, that process, and that accountability that they’re not getting anywhere in their life right now.” – Mallory Leonard

Resources Mentioned:

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