Despite the economic and health crises, you might be looking at the best opportunity in decades to create new revenue in large account production. Here are the Four Key Ways to Find Gold in a Storm you need to include immediately in your messaging to clients and prospects.
When the healthcare concerns of your prospects and clients abate (and they will), keep an eye out for the brokers and agents who don’t change: They will become irrelevant to their best clients quickly. Every organization will be looking to repair the financial damage caused by the COVID-19 crisis. Everything that can be measured will be. […]
With the international health crisis unfolding, uncertainty is in the air. Of course, the well-being of loved ones is front and center in our hearts and minds, but it’s also important to consider what happens next for those of you who intend to stay in the insurance production business. The ground is shifting rapidly. According […]
Every C-Suite buyer is assessing whether or not their business advisors and service providers are delivering real value to their operation. They’re asking, “How has this relationship helped us achieve our business goals in quantifiable results?” Group benefit brokers must also answer this question, or risk losing business to a competitor that can. Your answer needs to […]
Over the years, brokers have convinced themselves that large buyers value processes, and many have embraced the nebulous term “Value-Added Services” to translate their outcomes. Newsflash: Buyers today aren’t interested in features or processes. They want to know how you’re going to help them improve their bottom line and reduce their financial leakage. So here’s […]
Every sophisticated middle and upper-middle market C-Suite buyer is now assessing their business advisors and providers with one question in mind: “How has this relationship helped us achieve our business goals?” Many benefits brokers find it difficult to answer this question without referring to the insurance program. Why? Because beyond measuring PEPY/PEPM metrics or comparing […]