Simon Sinek, in his notable TED Talk explains the importance of understanding every business’s WHY. It is the WHY that explains how a business is different and how it delivers on its mission. So, it’s probably a good idea to talk about why we’ve created a process and why we put so much effort into finding out what makes a prospective client tick, and what keeps them up at night. And why we can create not only the right mix of insurance protection, but also a risk management service plan tailored to help control, reduce, mitigate and manage those pesky risks they lose sleep over.
We believe that today’s lowest price driven sales process, and lack of understanding by insurance agents today puts a client at risk. It puts client’s livelihoods, their personal net worth, and their sustainability at risk. It puts their workforce at risk. And frankly, it just really pissed us off, so we vowed to change that.
The over commoditized and complacent attitude of the typical insurance agent and the impact it has on the client is just too much for us to ignore, so we needed to do something about it. And that is the reason (or the “why”) we do what we do, and how we do it.
That is why we created a unique process based on our expertise and resources to get back to the fundamentals of protection and to broaden the conversation about risk management.
Not too long ago, insurance agents were expert advisors to business owners. We helped identify challenges and business risks, and created insurance solutions tailored to client needs. But then something happened. Then business become tremendously commoditized – business owners and insurance brokers thought alike that the most important issue was the price, so sales training focused on how to manipulate decision makers to look at the bottom line and not the whole program. Agents were taught how to drive a “wedge” between a decision maker and their incumbent agent, or how to push the trial close, or they trained on how to block the marketplace to effectively compete. Lost were the days of understanding the fundamentals of client needs, and tailoring protection to those needs. Never mind how to speak to clients about advance risk management strategies!
The simple “quick quote” approach to business risk leaves too much to chance and exposes owners to extreme personal loss. Need any proof of how brokers are into the quick quote process – just look at most insurance agents websites – Click Here for a Quick Quote, Click for Fast Free Quote, Get Secure Quote, these are the phrases displayed prominently on just about every insurance site you visit. You won’t find a quick quote button here. Instead, let’s have a conversation and see if we’re a right fit for you and your situation.