AKA My and the Insurance/Banking industry’s simultaneous biggest problem and opportunity
AKA What #insurtech should be trying to solve but outside of me and maybe some people I have not found yet, is not.
Really it is two paragraphs. One that comes from a standard document that you’ll find in your policy forms. Yes, I know you likely do not read them. Also, the version in your state may be different. The other is a direct quote via an email. I see or hear variations of the second one every week. So here goes;
Reality is this; insurance companies are run by other members of our human species. They are also influenced by their surroundings both human and inanimate. They are influenced by many of the same ideals, both positive and negative as the rest of us. There is a lot of talk about “disruption,” #insurtech, #fintech, and #bigdata. The industry is “ripe” for change, blah, blah, blah.
Yes I have many of my own thoughts, heck it’s my blog so of course they are my thoughts. This dawned on me the other day;
Maybe the insurance industry is just a reflection of society. But how? In what way(s)?
Sat in on a webinar a week or so ago. The title of it intrigued me since I could not figure out why it was setting such a low expectation for a certain metric. Then I gave them an hour of my life and they basically explained why.
Some people don’t think big enough
Kind of reinforced me to not pay much attention to consultants who are paid for time not necessarily results. Anyhow, Lots of goofy ideas where talked about but two stood out;
The times you should be cross selling a current customer/client
***Working thought, from an idea via a longtime friend***
So the scenario is quite common, friend calls and says they want to have some tree work done on their property. Pretty common. You can also insert, new roof, new furnace, upgrade to electric panel, drainage dug, fire alarm installed, etc. Think of it as any proactive, likely preventive measure that can reduce the likelihood and at worse the severity of a claim.
“Bill, is there an extra discount for cutting down the trees? Will they(the insurance company) pay for it? ” No and No.
I get it I know they are expressions but please use some caution. How about ” he/she knows a lot of people”? Makes more sense than saying everybody from a grammatical standpoint it is also more more logical.
How about the word “know” do you really know someone? My guess is you maybe getting to know someone or have a good sense of who the person is. When you know someone my guess is you need to think to yourself; Do I know them to the point that I will point my name next to theirs and refer them? Not that you need to stand by their work, things happen. But what I mean is if you really “know” someone you should be willing to share them with others and be willing to risk a piece of your reputation when referring them.
1. We want to be the largest in america…. WHO CARES my guess is your policyholders don’t.
2. We can save you $480 or 15% or an average of … WHO CARES reality is saving that amount of money just means something was wrong.
3. Rates go up due to inflation…MOSTLY CRAP rates go up to keep the bottom line healthy. If people knew how much money was floating around in insurance they would go bonkers
4. Discount double check, in good hands, join the nation, like a good neighbor…SLOGANS are for the company not for you. Sooner the companies put more resources into helping their policyholders and less into marketing the sooner you will see insurance improve.
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?
I believe in accountability. I also know that there are a lot of pretty simple ideas and concepts that if followed can really impact your rates, your coverage and maybe your impression of insurance. Hey if you have to pay for it it might as well be what you want.
5/11/2015 Not much has changed since the original posting date. Still believe and think exactly as written above. The difference is that the industry has shifted and I now have more ways to help improve your coverage and impression of insurance.