Don’t sell me……….Help me buy
Don’t build to a close………build a relationship
Don’t “Ben Franklin” close me?………help me buy showing the why
No fear of loss…….stick to why you are a good person to buy
Don’t close me………..make me open to a new relationship
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BUY FROM YOU!!!
Why would you make it hard for someone to spend money with you? No idea. Human beings are worth money to your business. For as much commerce has moved on-line a good human being can still beat a computer. If you don’t believe that you can do the actual math.
I figure when you are shopping you are not totally sure of what you want. So what do you do, you call on a few companies, maybe ask some questions, hopefully you learn something. Now if every offer you get is not the same what do you do? How do you compare?
So if you are buying, I figure you know what you want. You have set some clear, almost non-negotiable criteria and went out to look for it. Now it doesn’t mean you do not take advice or that you are trying to overspend. Instead I think it means you are not wasting time, you are getting a clear idea of what you are looking for and you ask others to present that.
I say it many times a week, since I have only 24 hours in a day(just like you) I am very careful with my time. Specifically when it comes to who I CHOOSE to work with, yes I do not work with everyone that I speak with. Today I cannot be grateful enough that Ms. “X” called. She called prompted by a postcard offering tips on things to do in 2012 which was great. All she saved was the part with my photo and contact info, actually was put together by Graphic Nature . That felt great, it felt great that we have not spoken in around 5 years and she thought to call me when she had a problem. But that was just the beginning.
What do you spend $5 a month on? You spend $5 when you walk in Starbucks, you spend it on a lunch or breakfast out, lotto tickets, a treat at the supermarket, etc. What else? All sorts of things that give you an instantaneous bit of value to your life. BUT why do you not apply this logic to spending $5 on improving the protection your family has? $5 a month can buy a couple hundred thousand dollars in coverage. $5 a month can add an endorsement to your policy that greatly enhances the value of what it covers.
Is your rate staying the same year to year. It does not happen often but it should be the goal of every agent and policy holder. Some pieces of reality;
- What is happening in the economy is not your problem, what is happening in YOUR economy is
- Just because your company had a bad year does not mean you should pay more
- It is a privilege for you to allow your company to insure YOU not the other way around
- Inflation might be the worst excuse of all, 1% inflation does not equal 10% in insurance
Well it happened, back in June I received a speeding ticket. Yes, I was absolutely speeding however I did plead not-guilty because;
- I believe I was not going as fast as the officer says I was
- I know the implications to my insurance rates
- I had never been to traffic court so thought it would be fun to go(seriously it was)
So yesterday was the big day, but really 1 hour 45 minutes, so some observations then the numbers. I call this thoughts from court since there were no cell phones and no tweeting;
Logic or Fear?
Interesting dilemma, do you sell or buy based on logic or fear. If you spend a few minutes looking up choking statistics you can make a strong case you buy these out of fear. See statistically there are much worse causes than hot dogs. Logically you or I can say well if the flat hot dog eliminates this risk than it makes sense. But does it? Maybe it makes more sense to think through the whole problem; is the person seated, did they take a reasonable size bite are there adults near buy who can supervise end or help if something happens?
Cannot help but wonder why insurance companies still mass mail the United States of America. I admire Berkshire Hathaway and have read the annual report for Geico, it is fascinating and explains why they do so much advertising. Direct mail is great and when combined with clever ads and phone calls can be great. BUT what if it all stopped?
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Insurance companies giving rather than taking?
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I doubt it. but yet on a regular basis people come to me and say “I have plenty of coverage…” The reality is none of us know when or even if we will be involved in a serious accident where hundreds of thousands of dollars will be paid out. The second reality is any agent that wants to basically force a limit of coverage because of some sort of “rule of thumb” is not an agent I would want to hire.