GET OUT AND JUST DO IT!!!

Risk Channels Insurance Podcast

NO, we are not Nike but get out and JUST DO IT!!!. Make it happen. What I mean by this is that I too often hear and read that we need to stay neck and neck with the our competitors such as Lemonade, Geico, etc. We need to provide the same level of ease of procuring and doing business leveraging technology in replacement of the actual face to face appointments or phone calls. While there is some validity to this, the fact of the matter is we cannot spend an overwhelming amount of time in developing process, procedures and technology especially in the infant stages of our business or while are business is stagnating in growth thinking this is going to be the saving grace. If we believe mimicking an already existent model of our competition is going to put our business on the map, we have already lost.

Instead, we need to maintain a steady balance of ways to project on the customer we have all the same capabilities but more importantly a personalized in your face touch. Simply put, we are hear for you not a call center with phones rolling to random CSR's that you cannot put a face with a name. We need to remember that we provide consumers with an expertise, not generalities based on simple out of the insurance dictionary definition(s) where customers are left to make coverage decisions that at some point could be life altering for them. For example, I can google and look up plumbing and electrical advice but does that make me an authority on how to fix or install a furnace or an essential electrical component in my home. I doubt very highly, any prospect we speak to when posing this example would say that they would do the work based on the google search result unless of course, they are a licensed plumber or electrician. It's no different as an insurance broker. Have pride in our profession and set it apart from the automation.

My point very simply is that we need to take more pride in what our purpose and duty is instead of what the competition is doing. We obviously can utilize some of the modes as we develop and grow our books of business and expand our customer base to provide an evenly balanced experience based on the customers desires but again, this should not be the immediate focus. Work hard in getting new customers while planning for the future but don’t lose focus on what needs to be done in the immediate.

Years ago, I was told that there is three stages to a successful insurance brokerage. Survival, growth & stable. In survival mode, you have to GO GET the business. In growth mode, you can use the process/procedures and technological tools to compliment your value added capabilities as an Insurance Professional. And in stable mode, things can be set to auto pilot within reason. Keep in mind, this is a business of retention but more importantly new business and new opportunities. You can have 99% retention but if you don't write new business, eventually you won't have anything left.

GET OUT AND DO IT. Go get the business and let it all fall into place by leveraging your position as a true resource for your customer.

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