I’ve adapted a fair amount since this September 2014 post http://theinsurancebill.com/?p=418
But, maybe reinforced my thoughts is a better way of thinking about it.
- I define winning, no one else
- I compete against myself, no one else
- Anyone interested in purely defining me or my company by numbers only isn’t going to get very far with me
- Context around numbers is really important
- Many of the metrics, KPI’s, etc. used in insurance are flawed. And generally not going to work for the next decade and beyond
Originally posted 5 years ago, sadly, the situation is a bit worse now; “The real cost of a claim” http://theinsurancebill.com/?p=414
So yesterday I got a new, new car. It feels better but not good. Handing in a rental, that felt good. Of the last 40 days I have had a rental for 39 of them. *HUGE opportunity in insurance is the rental car situation, similar to using Angies list on the home side*
So I have a new car but I do not have a closed, completed claim and may not for 30-120ish more days. Why?
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
- The possible savings
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.
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
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.
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.
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.
This is a preview of
Worth $5 a month? Pennies buying dollars
. Read the full post (160 words, estimated 38 secs reading time)
UPDATE of http://theinsurancebill.com/?s=logic+versus+fear
THERE IS NO PRACTICAL OR IMPRACTICAL WAY TO COVER YOURSELF FROM EVERYTHING.
6 years later and this is still completely true. Period. A recent example that isn’t hotdogs;
Was in a position where I needed to buy a car. There were three specific add-ons “sales” that fall into the logic versus fear category. I applied logic and bought none of them. One even had a complete rack of brochures, a clever desk mat and a goofy coffee cup that mimics spilled coffee. You can actually buy coverage for the day to day messes that a car may experience.
Ah, the brain dump. Sort of hope I didn’t mail this but I likely did. All true, likely served the purpose of clearing some brain space, now it is clearing some disk space.
January 5th 2015
RE: Potential opportunity
To Whom It May Concern;
I have been and will continue to be an admirer of your company. What I am particularly drawn to is your “Do Know Evil” philosophy and the millions you invest in positive causes. For the last eleven years, I have been in the insurance industry. Specifically the personal insurance market. There is a bigger opportunity available than you are currently experiencing through advertising.