Apr
Fact: There is no correlation between your commission income and the correct amount of revenue you should charge. The commission is merely what an insurance carrier is willing to pay you for the placement of the business, NOT what you’re really worth to the client. Your worth as a broker isn’t pegged to your income […]
Sep
Here are the facts ladies and gentlemen: Your largest prospects are no longer interested in hearing about your offerings… they want to know what’s in it for them. So, get to the point quicker. The only way to effectively do this is to translate your business solutions onto their financial results and get out of […]
Aug
Brokers who dollarize and quantify their Value Proposition provide real value to insurance buyers.
May
Total Cost of Risk (TCOR) is a critical tool for successful brokers. But, unless it is continually improved, it eventually becomes a meaningless acronym or sales trick. Beware of substitutes and inferior models.
Apr
Your largest prospects want to know what’s in it for them. Focus your message on their results and outcomes and get to the point quicker.
Apr
Your largest prospects want to know what’s in it for them. Focus your message on their results and outcomes and get to the point quicker.
Feb
Your BOR strategy must focus on how the buyer will benefit financially and what it will mean to their most important business goals.
Jan
TCORCalc’s Greg Dunn discusses the unique qualities a modern brokerage firm presents to businesspeople considering a career as an insurance broker.
Nov
When you are competing against a much larger brokerage firm on an account, there are several key strategies that you should employ to change the playing field and establish true relevance with the buyer.
By focusing on the buyer’s business outcomes and objectives with real data and strategies, you can show the buyer how the feathers of the larger broker (“the Peacock”) are usually just for show. Larger buyers want results and improved outcomes, not another flashy display of features and promises.