What you can do that they can’t

Apparently, I forgot to hit publish in September 2013

 

Enough already, so sad that industry publications continue to write articles about direct writers (state farm, allstate, geico, liberty mutual, etc.) and how the independent agents are competing against them.  Are you really?  Maybe it is time for a solid look in the mirror.  While you are at it maybe you look at your business plan as well.

Some things to consider;

1. Do you really want their customers?  I like leftovers but my wife is a great chef.  Her leftovers are the only one’s I eat, I’m not interested in anyone else’s.  The lesson, focus on what you want instead of what they do not want.

Paying for loyal rates?

Yup. A couple of times a month we run into something similar.  Long time, likely profitable, customer not exactly being appreciated http://theinsurancebill.com/?p=199

Truth is, I’ll likely be in a similar spot about 10 months from now.  But how can that happen?  You had two NOT AT FAULT accidents.  Exactly  But, because of a lot of things, including a call center order taker and some weak regulations, one driver did not have enough coverage.  That means I need to use my coverage *sigh*.

Convenience, a bad compliment

So apparently I was buying a lot in September of 2012 and just had to write about it  http://theinsurancebill.com/?p=202

If you are a broker, people leave.  Period.  No one is 100% for more than a year or two.  People die, people move, people get rid of cars and homes, etc.  To think you can keep your policy count and customer count growing is a better goal than keeping 100% of your customers.  Often they leave without warning.  This hurts, sometimes.  But, most of us maintain customers because the effort to switch doesn’t match either

  1. The possible savings

More than what you paid for

Really should have been a better title in 2012 but the concept is still there, the idea is just expanded on http://theinsurancebill.com/?p=202

An adjustment I made, likely starting in 2013 was to try and get as much as you reasonable can get out of the time you are using.  The key, as I learned, was to be reasonable.

I’ll 100% not get crazy over a few dollars or percentage difference in price if I save time.  Time is the most critical piece.  But, as time really tightens up it is even more critical to choose activities where I get more out of the transaction.

Just Help Me MORE

The  big difference between this in 2012 and today is the level is higher

Don’t sell me……….Help me buy

I’m not about to say “selling is dead” or something silly like that.  What I am saying is being a resource beats being a salesperson.  Do you know things that can help the person buy today?  YOU BETTER.  How about so things look better in 6,12, 18 months and beyond?  I REALLY HOPE SO.  Are you willing to let them go now because your sale today actually doesn’t help the person you are taking money from?  YES

Buying should be easy

Period. Full Stop.  “buying is the new black” or whatever clever line you can insert.  The original post is here  http://theinsurancebill.com/?p=197

You can insert your own example of my microwave/hood combo.  This week it was a charitable thing that has yet to put an easy PayPal link on their website.  I’m not against paying you, but I need a way to do it and YOU NEED TO ASK.

It has been six years and I have yet to hear anyone say ” Please sell me insurance…” yet unfortunately many are still trying to do it, still.  Sad, but on the other hand, those of us that are helping people buy are likely as busy as us.

Buying vs Shopping II

A little longer but a slightly updated version of  http://theinsurancebill.com/?p=194

Was getting “ranty” so paused.

When paying attention to #insurtech things I have a basic thought process.  Essentially looking at how I can apply it to our customers and then scale.  Second is can it hit the three silos of sales/marketing, underwriting, claims.  It is a “buying process at that point.  I’ve already made up much of my mind on what I am looking for…at least currently.

They are all great days

Updating from September 2012 http://theinsurancebill.com/?p=192

Life philosophies can adjust.  It’s tough to think that any day you wake up doesn’t have some element of great to it.  Although I really do not remember who I was referencing six years ago, I think I do and just the possibility of who it is makes me smile.

Ten or so years ago I started to realize I could work with anyone.  Then, this adapted a little to

  1. As long as they are nice to me and the people I work with
  2. Their money is green

Worth $5 a month? Pennies buying dollars

Is it worth $5 a month http://theinsurancebill.com/?p=190 

The biggest difference in what I am writing today and what I wrote in September 2012 is that I have not had this discussion with a current or potential customer in 5ish years.  Why?  Because I finally realized this is not a discussion worth having. Period.

I was always doing things better, now there is a team of us doing things better.  What was once a theory is now completely proven out.  We stick to several simple themes, one of the main ones being; Our Goal is simple, to improve your coverage and improve your rate, ideally both.

Not Extinct but Still Endangered

Happy to see that this from 2012 is still relevant http://theinsurancebill.com/?p=188 

On the other hand, it is disappointing to know that although the industry has advanced, it really hasn’t.  The excuses are still the same.  The lack of interest in the customer is still there.

But what has changed?  In theory, there are more tools today to help you “review” your auto and home insurance.  In reality, they may connect to more companies but the tools are not much better.  Carriers are spending more to find people instead of spending more to keep people.