Brokers who dollarize and quantify their Value Proposition provide real value to insurance buyers.
Author Archives: Rob Ekern
04
May
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.
20
Apr
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.
06
Apr
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.
15
Feb
Feb
Your BOR strategy must focus on how the buyer will benefit financially and what it will mean to their most important business goals.
13
Jan
Jan
TCORCalc’s Greg Dunn discusses the unique qualities a modern brokerage firm presents to businesspeople considering a career as an insurance broker.
08
Nov
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.
12
Oct
Oct
Investment Bankers and Equity Partners should choose an Analytic Broker to show them how to recapture millions of dollars inside their transactions and acquisitions. How? Through the actual dollars that are currently being wasted in Financial Leakage.
23
Aug
Aug
TCORCalc’s Greg Dunn addresses the steps younger insurance brokers can take when starting to build their book of business (applies to veteran brokers as well).
11
Aug
Aug
TCOR is not a Sales Concept. Insurance buyers want REAL data and a complete TCOR report, not just opinions and fluff.