Category Archives: Selling w/Data and Analytics

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. […]

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Become Part of the Financial Solution – Driving Value in Difficult Times

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 […]

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 […]

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 […]

Do Bigger Deals, Get to the Point!

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 […]