My insurance agent friend John and I had another conversation about how agents can and need to differentiate themselves from other agents. We have attempted to help agents understand the value of educating and solving problems rather than selling an insurance product. This is such an excellent example of this that we just had to […]
One of the most important things an agent can do is to develop a trusted partnership with their clients. A trusted relationship does not come quickly and means agents and their clients must look differently at the insurance buying process. There are many things an agent can do to build productive relationships with their clients. […]
Most business owners can see an insurance agent coming a mile away. Agents, that is not a good thing. Insurance buyers have created a defense mechanism that makes it hard for agents get through. The primary reason for this is agents are far too often just interested in selling a product, not providing a solution. […]
We have been encouraging insurance buyers and agents, over the past few years, to seek out new ways of looking at the insurance buying process. We have found that things are changing for the better in regards to the agent buyer relationship. We invite you to be part of the change that can impact our […]
We live in the greatest age of communication. Today there are more ways to connect with each other than any other time in history. For example, we have access to personal cell phones, email, web pages, videos, social media, traditional mail and more. So why don’t you and your independent insurance agent communicate more often? […]
My insurance agent friend John and I had another conversation about how agents can, and need to differentiate themselves from other agents. Last month we talked about how John uncovered an uninsured exposure and how John’s advice helped his client recover about $450,000. John holds to the belief that the agents job should be to […]
My goal in these articles is to create a dialogue among agents and insurance buyers about the differences between being a vendor and becoming a trusted advisor. This concept starts with how insurance is viewed. Insurance cannot be viewed as a product, but rather a relationship. Insurance buyers need to understand that the insurance relationship […]
My last article had a very good real life example of how agents can differentiate themselves from other agents, and how trusted relationships can add real value to the customer. In the case mentioned in the previous article, the agent added $440,000 of value to the customer! So where do we go from here? Where […]
I was having a conversation with an agent friend of mine discussing how we can differentiate ourselves from other agents. He told me a stunning story that I want to share. This story goes to the heart of my quest to educate agents and customers about the value of relationships. My agent friend (call him […]
We have been telling readers that we believe insurance is more about trust, relationships, and value than it is about a policy. A recent article in PropertyCasualty360.com, by Brent Kelly confirms this concept. For many people, buying something tends to be both emotional and financial. With insurance, some people may buy a brand or base […]
