Author Archives: Rob Ekern

5 Key Points of Sales Analytics

If you are a firm who represents itself as an organization that professes to provide client outcomes under the banner of a Value Proposition, please ask yourself these questions: “Is it my opinion, or fact? Can I actually demonstrate it on a client’s financial outcome using credible data, or is it just my opinion? Does my […]

How to select your insurance broker

The Only Fair Way to Pay Your Broker (How To Choose Your Insurance Broker Series)

As a buyer of risk financing and risk control services, you should know this: Fee-based broker compensation is the only fair way for you to remunerate your broker. Notice I said fair. That means fair to both parties of the transaction. If you do it any other way, one of the two parties (you or […]

Insurance Analytic Broker

How to Tell if You Have Outgrown Your Insurance Broker (How To Choose Your Insurance Broker Series)

If you are like most buyers of risk financing and insurance services, it is difficult to tell when you should consider a change.  You are being called regularly and told that you should consider changing because the caller has the biggest, the best or most efficient Brokerage Firm.  In many cases, you are being told […]

Benefits of Data – Leave Your Competition Scrambling

Analytic Brokerage is more than simply a bunch of meaningless data. It’s about client outcomes, proven, credible and focused around the client’s cost structure. It’s the ultimate sales powerhouse. Now, you may say, “So what, why is this any different than what we’re already doing now?” Well try this on for size… What is it […]

Where’s The Beef? (How To Choose Your Insurance Broker Series)

As you will recall in ‘The Worst Choices a Buyer Can Make‘, we cautioned Buyers that they should not focus on market selection and carrier representation, as virtually all Brokers now represent the same carriers. To counteract this reality, many Brokers have developed their own risk control, claims management and specialized resources.  And then the […]

The Worst Choices a Buyer Can Make (How to Choose Your Insurance Broker Series)

For decades, Buyers of insurance and brokerage services have used various techniques to choose their Broker. The three main processes are as follows: The Market Selection Process. This method was prevalent when there was a large number of underwriting carriers. It is now completely outdated, as marketplace upheavals have reduced the number of viable insurance […]