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 […]
Here are the facts ladies and gentlemen: Your largest prospects are no longer interested in hearing about your offerings… they want to know what’s in it for them. So, get to the point quicker. The only way to effectively do this is to translate your business solutions onto their financial results and get out of […]
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.