Your Golden Sales Opportunity in the Hard Market Even in the Hardest of Markets, you have a Golden Opportunity to grow your book of business. Market conditions are changing by the day (prices and incomes are going up), and your competitors have been asleep at the wheel for years. Now that the Hard Market is […]
18
Feb
Feb
Many of you have spoken about your ability to provide your clients with risk services and cost reduction programs for years. Some of you have even branded them into a marketing approach to differentiate your firm by highlighting these services. But, sometimes, words are not enough. That is especially true right now as the reality […]
13
Sep
Sep
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 […]
26
Aug
Aug
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. […]
13
Aug
Aug
We’re directing this edition of the Analytic Brokerage Briefing to one specific broker type: Those of you who are serious about picking up new clients and building your book of business. Here’s a universal truth right now: You will never have a better time to attract new clients. That’s right, I said NEVER. This is a once […]
10
Aug
Aug
To move forward in this changing world, maintain relevance, and grow, every broker and agent must provide and prove a REAL ROI.
05
Aug
Aug
Many of you are experiencing the early stages of a hard market. For those of you who have not yet felt its sting, don’t worry, you’ll soon get your chance. The worst is yet to come, especially for your year-end renewals. You better get ready now while the eye of the hurricane passes. Come October, […]
18
Jul
Jul
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 […]
15
Jul
Jul
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 […]
13
Jul
Jul
Warning: Reading this Analytic Broker Briefing may cause you to adopt change. Please do not read this unless you are prepared to adapt to the New Normal. There is no sugar coating the reality of your “New Normal” of creating new revenue. There is a solution, but the “old” answers will not lead you to […]