05.20.13
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Big portions = insurance discounts

Stumbling through any amount of commercials can be entertaining and also very revealing.   Many times entertainment takes precedent over information.  Actually more times than not things are done to get your attention in the hopes that  you will provide some attention/dollars to their product.

I have harped on insurance discounts for a while, bottom line is any list of discounts you can provide does not out do your characteristics.  Your credit score, education, residence and marital status mean way more than all the discounts.  But talking about this, the facts, is not appealing so we disguise it with discounts.  Same thing with food.

Everyone is different, my household prefers the produce from farm markets and local markets to big chain stores.  Having tried both  the local is just better and the cost is comparable.  This is true with meat as  well.  Local, grass fed meats are just better.

So what does this have to do with insurance?

Watch restaurant advertising; none of the dishes you see on T.V. or in print ever look like what you get?  Does getting a portion big enough for two people add value or take away?  If you can get three courses for $9.99 don’t you ever wonder what exactly are they serving you?

Look for VALUE not “deals”

Value means you are paying a sum  of money that you feel is fair for what you get in return.  If you spend a little more than average but the chef is better, the atmosphere is better and the meal is memorable  that is value.  If your insurance agent actually has ideas and a plan and is not just taking your info, putting it into a computer and then spitting out a “quote”  that is value.

Just an early thought.

05.19.13
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Lifetime worth of lessons in two years

Two years ago I left a very large, now much larger, international company.  As part of my employment, each year all sales representatives chose to sign a “non-compete” agreement.  Well now those two years are up.  Here are some thoughts;

“Give people reasons to stay instead of leave and they will.”

Pathetic, seriously pathetic that any employer would want to use a non-compete or similar agreement.  I have seen many worse than mine as well.  Here is how I view it;   Yes, you will have to apply some effort and treat people like humans rather than “employees” but both parties will earn more money this way so why not.  What are you so worried about?

“it takes the same effort to burn a bridge as to keep it up”

Leaving any situation you quickly find out who is with you and who is against you.  Pretty simple, we all choose what we want.   I will never try and understand ruining a relationship but, awe well to each his own.

“loyalty is very underrated but also overpriced”

I am so thankful for the dozens of people that actively made an effort to hire me again.  As nice as money is, the basic human feelings that came with  it have way more value.  At the same time I am so surprised by the amount of people that have loyalty to a company.  Loyalty is meant to be a reciprocal relationship and I have yet to see this returned by a company.

“Way better to set your own success measures than trying to reach someone else’s”

Big mistake of mine was to try and reach company goals.  They are exactly that, company goals.  The things that are important to a large company are way different than what is important to an individual.

“There is always  another way”

 

In hindsight, oh how I wished I gathered more information on how other companies do business.  There is always something or someone doing things a little different or a little better.  Why wouldn’t you want to learn about a new way to do things?

Time to move on.   Learning is flat out awesome.  The lifetime value of all that I have learned in the last two years is huge.  There is not a course you can sign up for or a book you can read sometimes you just have to go out and do it.

Time to go, lots of people to reintroduce myself to :)

 

 

05.05.13
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Keeping the circle going

How many people do you spend money with that spend money with you?

How often do you CHOOSE to spend locally when an Internet or national chain option are available?

Now I am by no means perfect but I take the fact that I am a local business very seriously.  I have a massive amount of gratitude for those people that choose to spend money with me and therefore enhance the lives of my family.  So what else can I do?  Well for me it comes down to a couple of basic things;

  • If you have resources why wouldn’t you share them?
  • I can make my “network” stronger by introducing the various members than I can by making it bigger just to be bigger. BTW if your network is stronger so will be your business, your relationships and your bank account.
  • maxing out the effectiveness of my dollars and time
  • Because you never know

Now I really try not to over think it, not much different than “What does your agent do for you” .  It took a while to develop but once it does it is just so easy and feels really good so why not *it is really good for business as well*  Here are two things I did this week;

Months ago, a good client introduced me to a new client of hers(see it is easy and good for everyone).  Fortunately they trusted me to set up some insurance for their new business.  This week their company, Georgie Porgie went live!  So you could find out and do nothing or you can give them 10 minutes and post their link on your Facebook and Twitter and buy something from them.  Not a lot of effort but compound that and the results can be massive. Seriously Why Wouldn’t you do this? They chose to spend money with you, they are nice people, they are local, etc.  What else do you need?  By the way, the person that made the intro is a friend and is really good at what she does, yes I make introductions of friends to her whenever possible.  Easy, right?

Another instance, same idea; I was having a contractor do some work at a little rental my family owns.  Yes, I happen to provide his insurance so again; why wouldn’t you spend money with the people that spend money with you?  He is also really good.  So he was coming over so I was going to be home anyhow, figured I would call on an HVAC/Plumber I also insure.  Now it gets good.

How do you maximize what your dollars can do?

Well I was having my pipes cleaned out anyhow and I was having some work done at the rental anyhow(they are across the street) so I figured let’s try and max this out.  I like them both, I trust them both and they both spend money with me so why not introduce them to each other?  Now two skilled tradesman who never new each other  know each other, my tub drains way better :) and some windows have molding.  Not bad.  What happens now is up to them.

How many opportunities like this can you create for your customers?

Start from a genuine place of wanting to share, apply some effort and watch what happens.  Why not?

Again, just some thoughts.  Do with them what you want?

 

04.28.13
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What does your agent do for you?

So in theory what do they actually do for you?

  1. help explain insurance terms
  2. help lower your rates
  3. help keep your rates level
  4. help filter through a claim

EXPECT MORE 

This is YOUR partner, you are exchanging money for promises of good service if something should go wrong.  Well the “going wrong” doesn’t happen very often so what can they do in the meantime?

  1. help you by being a resource for ALL things insurance related
  2. make introductions to other professionals
  3. help you grow your business by hiring you
  4. follow you on twitter
  5. like you on Facebook
  6. donate to your cause

The list can go on for days.  Bottom line is EXPECT MORE from your agent.  Don’t just hire the “Smith Agency” make a partnership with the agent.  Make it mutually beneficial beyond just a transaction.  On some level be friends.

Just some thoughts.

04.22.13
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$8 to park at a hospital?

Seriously, that is what it cost when I went to visit my grandmother at the hospital.  That is awful, I have paid less to go to professional sporting events.  $8 can provide adequate nutrition for at least 1 person if not 2 for a day but instead it bought me a parking spot for 1 hour.  There is more than enough evidence that it is the presence of loved ones that truly enables healing yet they make it difficult.  So let’s dive a little deeper;

You enter a very nice lobby with some wonderful statues and a very comfortable atmosphere, but than you go up the elevator.  The hallways are immediately darker and you go into your room with two people inhabiting space that is better fit for one.

“But Grandma at least you have the window…”  Than I looked out that window on and off for the hour I was there and realized a window is pretty useless if you cannot get fresh air and have something appealing to look at.  But hey why would a multi-billion dollar operation want to make your experience better?  See Apple or any nicer hotel that does successfully try every day.

Oh and on the insurance note; overheard a woman being denied appropriate treatment because she did not have insurance.  Here is the Hippocratic oath, nothing about insurance in this but than again what else would you expect when you submit to letting a corporation dictate health care.  So much for the system protecting those that need some help.  

Either way , just some thoughts.  Pardon the negativity, I could not believe I was  actually hearing it out loud.

04.04.13
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Who causes “higher” insurance rates?

Most people will immediately think it is the company.  The company sets the rates and the underwriting standards that you accepted when you signed your contract with them.  The company determines which of your tickets, accidents and claims will have an impact on your rate and for how long. ** Despite what you may have heard corporations are not people and cannot get tickets or have accidents or claims**

The company determines which of your personal  characteristics influence the rate.  They also decide which factors of the house or  other property you chose to buy will determine the cost to insure.  Insurance companies decide what the rates are where you  chose to live.  The company set up any billing fees that exist as well as any discounts that exist for paying your premium in one or two payments.  Each year before your policy renews the company mails you new paperwork to review so you have a chance to ask questions and make adjustments.  You  also have a chance to review everything on your policy and if you felt so inclined could call around to other companies for a review. **Per a Google search, there are about 2648 insurance companies doing business in the U.S. that offer auto and home coverage***

So who makes insurance rates higher?

P.S. You  also may be with an agent or company that takes advantage of your loyalty and offers you some sort of silly ploy about accident free credits, etc.

P.S.2 Just like when looking for somebody to date, there  is somebody out there that likes you and your characteristics.  Maybe it is time to find that company….and be willing to find a new one next year.

 

Just some thoughts to consider.  You have more control than you think.

 

04.03.13
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Is time the best Insurance Discount?

It might be.  It might also be the most under used and least asked about.

If you are between the ages of 16 and 25 your lack of time on this planet is a reason why you spend more on insurance.  BUT what if you pay attention?  Maybe you start on your parents policy and make sure they have solid coverage so when it is time to switch you are in a better position.  Then, typically after three years of being licensed, it is time to shop.  Now just stay on top of things because you get a little older you can likely improve your rate, assuming a clean to fairly clean record.

What about the rest of us?

Ask yourself this, How much is your loyalty worth?  In my opinion your loyalty is priceless.  That being said, how many physical dollars is your loyalty to a company costing you?  Could be hundreds if not thousands of dollars.  How does this happen?  Well, many people get lulled into thinking that staying with a company for a long period of time is some how beneficial. **Please get this in writing and show it to me***

I appreciate your loss free discounts, deductible rewards, bonus checks and whatever else may be the hot marketing flavor of the day.  Key word in there is MARKETING.  These are ploys to get you to stay around so you are less aware of what you are spending.

FACT: YOU SHOULD BE REVIEWING YOUR INSURANCE EVERY 12-18 MONTHS

That remains unchanged.  So why would you trade your loyalty and time for a potentially higher insurance rate?  No idea.  Might I suggest an alternative;

Look at what your insurance costs, typically best to think of the policies that tend to go together; auto, motorcycle, home, boat, umbrella, RV, rental property.  Basically where you live, what you drive and the things that go along with that.  Now see what the whole package costs, this is important.  Once you know your bottom line lets see how that goes up against your budget or more specifically what you would like it to be.  Now you can take advantage of any leverage you may have because of the policies you have in place.

FACT: MULTI-POLICY DISCOUNTS CAN BE WONDERFUL……

BUT

FACT: THERE IS NOTHING WRONG WITH USING MULTIPLE COMPANIES TO MAKE A SOLID PLAN

Now, it is important to know, just because a company can do a lot of advertising doesn’t mean they are worth you giving them more than a year or two.  PLEASE do not allow marketing to influence your bottom line.  Instead establish your own baseline for what your package should cost than make the company earn your dollars by staying consistent over time.

LOYALTY IS EARNED NOT BOUGHT

Just some suggestions.

 

 

04.02.13
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Price versus value

Want to change the discussion from Price to value?  STOP ADVERTISING PRICE.  Advertising on price is the easy way.  It is basically telling the consumer we are a commodity and can not come up with anything original that might bring some value to your life.

Want some evidence?  Follow your mail for a month and count the generic garbage being put in front of you that thinks your only concern is price. Even worse , I received the same exact awful letter from four different State Farm agents.  Not only is it an awful, demeaning marketing piece but why does State Farm allow there agents to cannibalize each other?

Even worse continued; A local Allstate agent sends a ridiculous letter.  First it is on cheap yellow paper, color is ok but please invest in your marketing if you want a return.  This was a solicitation for home insurance yet they had obviously not looked for new information; I was sent a home replacement cost of $200,000, currently my coverage is at  $300,000.  Also, I have never been at $200,000 and every estimator I know of would never have even come close.    That is bad marketing and pretty irresponsible; Why would I want to hire you?  A couple of lines down is $100,000 in liability coverage.  Seriously, let’s look at this agent’s policy and see if she has $100,000 in liability.  Lot’s of bad to be thought about as an insurance agent but if this is a solicitation why would I call someone that put together such awful numbers.

In both these samples the agents did not even attempt to bring any value to me or whomever else received the letter.  If you want results you need to apply some effort.  If all you can talk about is price maybe you should talk to your customers more and find out what they want to here, maybe even why they hired you.

IF YOU CANNOT BRING VALUE DON”T LEAN ON THE CRUTCH THAT IS PRICE.  INSTEAD FIGURE OUT HOW TO BRING VALUE SO YOU DO NOT NEED A CRUTCH.

Yes, it is easy.  Unless of course you consider giving some effort hard.  Either way just some thoughts.

04.01.13
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Real estate, the internet and some random ideas to use

Random thoughts that are resulting from watching a friend try and sell her  home.

Started off good, Realtor helped them buy this home around 8 years ago and kept in touch.  Then, when approached gave some solid ideas on little things to improve the home.  So you have a homeowner doing the right things and now the house is on the market.  Now you also have 5 houses for sale in your neighborhood and yours only shows up when specifically searching for your address.

So your first listing that shows up only has one bad photo, FIX THIS.

Your Realtor has no on-line presence or contacts outside of his/her office.  If she does she seems to only want to invite Realtors from his/her office.  FIX THIS

**Folks, whether you like it or not you are always competing.  Why would you hire a Realtor with no digital plan.  Why would you hire someone who is unwilling to spend $200 to make $3000.

Pardon what some would think is a lack of knowledge; Aren’t open houses all about getting people to see your home?  I would say yes.  Now a Realtor would argue you want qualified buyers.  That Realtor also likely bought themselves a home in fantasy land.  Most Realtors realize an open house can be a heck of a two pronged marketing approach;  promote the listing and promote the agent.    So if most of them realize this why wouldn’t they do more to make these awesome?

So a few nights back the friend I mentioned above and I were talking in front of the computer.  We looked at all the listings near her and just thought out loud here is some of our “brainstorm” and some from a great cup of coffee I am drinking as I write this;

  • Would there be an open house?  Well the homeowner wants one so we said why wouldn’t the five homes for sale within a short walk of each other all have an open house and create some sort of a caravan/prize if you see all the homes?
  • Why wouldn’t she run a garage sale the day before to draw more traffic and hand out flyers?
  • Maybe she would have her driveway sealed by a company that does a good job promoting there work?
  • Why wouldn’t she bring in a Home Stager for a quick consult, maybe there is a little something she can do to help?
  • Bring in the landscaper to blow out the property, mow the lawn, etc. Clean homes sell  right?
  • Bring in a window washer for that extra pop?  Can a home be to clean?
  • Plan an awesome lunch/desert/gimicky food choice and have that person promote it **more local companies than you can imagine;Janes, Brother Bobby’s, Chocolate Mousse, Ice crea, Truck guy, Nilda’s cookies, etc
  • Get some neighborhood kids to blanket the neighborhood in flyers; stuff them in mailboxes, knock on doors, attach to mailboxes.  Maybe your neighbors would like their friends/family to live there.  Can these flyers go up on a neighborhood announcement board?
  • Throw a party for your neighbors, call it a thanks for being good neighbors party.  More traffic increases your odds of a sale right
  • PHOTOS; my gosh this is so easy yet always overlooked.  Now if you looked at the 5 listings we mentioned earlier my friends home and one other have solid photos.  The other three were awful.  Why chance it when you can have this;  video 1 or this even better one  Here is an awesome recommendation; Vivian Selling Real Estate, like photography, is better when done by a professional
  • *****1 more thing on Photography; first impressions are always important so maybe you can turn off the T.V., put away the cleaning supplies, make sure you are not in the mirror, put down the toilet seat, avoid photos of the not so good rooms, clean out your collections BEFORE you take the photos.  My gosh, take a day and watch HGTV or something.  If you apply 1/3 of what you learn you will help more people and therefore earn more money
  • BE PREPARED; my wife and I will not leave our home unless we feel; really good about a listing.  She found one she liked.  I said I will go after you call the Realtor and confirm the ceiling height in the unfinished attic and basement.  Realtor did not know the height and took two days to call back PATHETIC.  Now when I show up, to be a good husband, you are not a Realtor but instead a house sitter who knows nothing about a home you have been trusted to sell.  Think ahead about things the buyer may want to know.  Maybe you get a home inspection or an appraisal
  • Oh yeah, not much on the internet in this post because this is already long enough.

The world is a really busy place, getting attention for your customer actually takes a little work.  Pardon the length, just some suggestions.

03.17.13
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Ongoing battle against mediocrity

Yes, it is on going and no I am not perfect.  The thing is I keep trying and will continue to keep trying to stay far above that line.  Once a week or so an experience or lack there of sets me off and just makes me wonder.  This is not to say I expect to change the world it is instead to say I will not sit idle while mediocrity tries to infiltrate my world.

So on to this week.  I chose to visit a local doctors office for a second opinion. **I am perfectly healthy** an event in my family had me see a cardiologist.  This was an excellent experience from top to bottom.  Then I was referred to another doctor, not as good an experience but still  satisfactory.  Doctor number 2′s office can certainly learn from Doctor 1′s office.  IT IS NOT ENOUGH TO JUST BE A GOOD DOCTOR  I want an overall good experience.  So Doctor 2 wants me to see a third doctor, ok I said and we agreed on one doctor in the practice.  Now this Doctor had previously helped my wife so I said fine, made the appointment.  Fast forward to Friday the 15th, yes needed two days to decompress, and the fun begins.

Both previous doctors called to confirm appointments this one did not.  Yes, I should have double checked but I still ended up at the wrong office.  While at the wrong office I stood at the window for 5 minutes before approached than 5 more minutes while waiting for an answer.  On to the right office.  Now this firm happens to serve many cancer patients, my thought is you should be catering to these people the best you can.  Instead they were waiting in a drab, boring, waiting room.  Bad paint, bad, uninspiring art work, no magazines, bad wi-fi.   Just terrible.  Than I come to realize, after talking with three older women, that waiting an hour or more is common.  Bull****!  You make an appointment you keep an appointment.  Life happens, I get it but you need to explain what happened.  YOU HAVE NO RIGHT TO WASTE MY TIME.  See although I may have been the only healthy person in the waiting room I am exactly the same as the people there, we all do not know how much time we have left and nobody has a right to take any of this time from us.

This is PATHETIC, from a business standpoint and on a human level makes me want to vomit.  Instead of vomiting I went and stood up for myself and the others and tried to validate what was causing the wait.  The staff offered to change my appointment to another doctor.  Even changing to another doctor kept me waiting for over an hour.  As far as that doctor, just another example of an educated person with no education on how to treat people.  As he walked out on me in the middle of our conversation.  Apparently he was done.

Bottom line, I can get over running a bad business but you and I have no right to waste anybody’s time.  But, letting people treat you this way is also part of the problem.  PLEASE stop accepting mediocrity.

Just some thoughts.