Exponential Growth – Grant Barra of Barra & Associates

Grant Barra, the Managing Partner and CEO of Barra & Associates, increased his company's revenue 93% from $2.7m in 2014 to $5.2m in 2017.  Barra & Associates is an insurance and financial services brokerage with divisions specializing in all personal and commercial solutions. In this interview with Eversprint's Malcolm Lui. Grant shares how he and his team accelerated their high value sales by: Focusing on hiring new agents and agency owners.  Increasing win rates and agent retention through technology.  Riding the shift away captive insurance to independent agencies.  Providing the maximum value to their agents and their agent's clients.   Actionable High Value Sales Insights: Grant shared three key High Ticket Sales Insights that you can begin implementing in your business today. Insight #1: Identify why you're losing deals, and close the gap For Grant, he realized back when he was a captive agent that he was losing 80% of the deals because his firm's offerings simply were not competitive.  And the only way he could provide his prospects with the best solution is go independent and have access to more carriers. But carriers have minimum production requirements for their selling agents.  This brings us to the next insight. Insight #2: Grow exponentially by adding sales and sales teams. To increase production and revenue exponentially, Grant today is adding new sales and sales teams. But to make this strategy successful, the new sales and sales teams still need to win more deals, which leads us to the final insight. Insight #3: Make it as easy as possible for your sales team to win more deals. Grant accomplished this by providing a back office team and a tech platform that lets his agents spend more time prospecting, selling and closing, and less time entering data and waiting for quotes. Their platform also tracks when their current carriers are not competitive, so they can quickly add a new carrier to close the gap.