Partially prompted by this October 2012 rant on coverage, sadly, my efforts have helped hundred but millions are still not benefiting. Sadly, I am one of those negatively impacted by someone with not enough coverage and a large national company that allowed this to happen.
I’m done, actually never started, with the nonsense of “Hiring Producers,” Human beings who have earned a license are LICENSED INSURANCE AGENTS. Yes, the quality, like all professions, will vary. BUT, What the F are they actually producing? If you say revenue for the agency, the sound you hear is me vomiting.
But really, I call them Friends and Acquaintances;
“There are no strangers here, only friends you haven’t met yet” William Butler Yeats
A bit deep on Friends from 2015 coincides with a training session with some pieces that are a bit off
I’ve never quite fully understood the philosophy of “A, B and C customers….” In the sense that I completely understand what is being said; focus your time on energy to produce a better outcome. Great. But, on the other hand, when you see in insurance today can partially be attributed to widespread use of this kind of attitude.
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
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
As long as they are nice to me and the people I work with
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;
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
So I was playing around with on-line quoting and of course had to use Geico. Recently, now about 3 months late I received a well done email. Obviously now part of a drip campaign. This is not remarkable but what was there certainly is.
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?
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 yourtickets, 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**