How to Attack Your Competitors’ Fatal Flaws

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 […]

The Million Dollar Question: What is Your ROI?

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 […]

Group Benefits: Cracking the C-Suite Value Code

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 […]

The New World of Agents and Brokers

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. […]

Are You Smart or Old?

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 […]

How to Weather the Hard Market: Getting Ready for the Storm

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, […]

3 Steps to Measure the Impact of Your Broker Services

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 […]

5 Ways to Prove Your Value to Benefits Buyers

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 […]