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 […]
Over the past year or so, we have been discussing the importance of looking at insurance as a service rather than a product. One area we have not spent much time on is how this adds value and benefit to the customer. It would seem to me that every family, business owner, or business manager […]
The world recently experienced the Solar eclipse. We know what the specific time it would happen and where the best place was to view the eclipse was. Did you stop to think, who figured that out? It was a complex process, someone very smart, (NASA) figured out the exact time of the eclipse and where […]
For those who have been following my posts over the past few years, thank you! We have been talking a lot about how to better serve the needs of our customers. If I had to put customer service into one thought, it would be this; be consultative rather than transactional. It is hard to get […]
Over the past year or so, we have been discussing the importance of looking at insurance as a service rather than a product. One area we have not spent much time on is how this adds value and benefit to the customer. It would seem to me that every family, business owner, or business manager […]
We believe without question that insurance is a noble profession. Our reason for this is that the purpose of insurance is to protect society, businesses, and individuals from financial loss and to help them recover when loss or damage occurs. Google defines “noble” as having, or showing, fine personal qualities or high moral principles and […]
Most people think, “If my policy has replacement cost coverage I am ok, right?” Well, maybe not. The term “replacement cost” means “the cost to replace the property on the same premises with other property of comparable material and quality used for the same purpose.” A Common Myth “My policy has replacement cost coverage, so […]
