Stop Kicking the “Quantification” Can

For over two decades Insurance Brokerages of all sizes have asked a couple of important questions: “How do we really differentiate ourselves through a quantifiable impact?” and, “How do we compete outside the price of the commodity?” The answers to these questions is the proverbial can that always gets kicked down the road. Every few years, someone (usually a sales consultant) comes up with the next great idea to reinvent the same old sales process.  It’s usually a set of buzzwords wrapped in a slick marketing campaign, using branding terms like “Business Solutions” or my current favorite… “Value Added Services.” None of these terms speaks to the real issue: What is the financial impact of our business relationship? Lately, there’s a lot of talk about brokers needing to “dollarize” their results for clients and prospects.  This is not a new concept. We’ve been teaching our clients how to accurately quantify their value for over 20 years. And, now, with the advent of our analytic platform (TCORCalc®), we’re able to equip our clients with the quantifiable results needed to earn more (and better) business by showing the buyer a dollarized impact, translated against their profit margins, shareholder value or other key metrics. Analytic Brokers who utilize TCORCalc analytics (in conjunction with the Analytic Brokerage™ Sales Platform) consistently outperform their competitors by providing data-driven, quantifiable results. So, no need to kick the can down the road any further. Right now, Analytic Brokerages™ are making significant revenues by dollarizing their value. They no longer kick the quantification can… They are running over the can-kicking brokers who are still on the road! Best Regards to Analytic Brokers™ Rob Ekern, CAB (Certified Analytic Broker™) Chairman, TCORCalc®