In this exclusive video presentation, Rob Ekern (Chairman, TCORCalc®) and Steve Hanrahan (President, Reseco Advisors) discuss how top-level insurance brokers attract and retain larger accounts using outcome-based selling and data to differentiate themselves and gain market share. Rob and Steve discuss: There is less competition at the top than at the bottom The Combat Zone […]
Category Archives: Selling w/Data and Analytics
13
May
May
If you are a firm that represents itself as an organization providing client outcomes under the banner of a Value Proposition, please ask yourself these questions: Is it my opinion or fact? Can I demonstrate it on a client’s financial outcome using credible data, or is it just my opinion? Do my competitors share the […]
28
Apr
Apr
Selling to the Dashboard-Driven Buyer Insurance buyers have entered a new era of sophistication and expectations. I’ll talk more about the dramatic shifts taking place in our industry below. But first, if you have been in the brokerage business long enough, see if you remember some of these “hammer and chisel” gems: Sitting at your […]
18
Mar
Mar
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 […]
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 […]