Are you valuable? (This post today is directed to my fellow Insurance Professionals, but can apply to anyone in Business). Can you answer this question with a confident, positive, strong response?
If you cannot answer the question, Am I Valuable?, then you are doing a disservice to your clients if you are not giving them the lowest possible price in the market!!! Send them away to your competitors, the low price leaders, the direct writers, the 1-800-INSURANCE, the Call Center and/or the online access Companies. HARSH, MAYBE BUT COMPLETELY TRUE!!!
Today’s marketplace demands more; speed, technology, access on-demand, responsiveness, availability 24/7. Take a look at the recent climate of the market. Effective June 30, 2018 Toys R Us no longer exists because it could not compete with the speed, access and availability of Amazon!!! And I believe more and more Product only Companies will experience the same demise!!!
Yet, I truly believe the industry of Insurance, the intangible, SERVICE industry can compete NOW AND FOR YEARS TO COME but it will require a SHIFT in the way we all see the Industry and our Agencies!!!
Thoughts to Ponder Today: If the marketplace has changed and will continue to change how can you adapt and become proactive? Here are some bullet points I would have you consider:
- Does your Agency have a Website? Is it compatible for Mobile version? Can your prospect/client click to call or contact direct from site?
- Does your Agency have a Social Footprint? Facebook, Instagram, Twitter, LinkedIn and are you active in delivering content valuable to your prospects or clients?
- Does your office close? Or do you have the means to be accessible when the Client needs you?
- Are you communicating via Text message with Prospects/Clients? Does your Agency have a dedicated Text access that is monitored and managed? Clients want to do business in the way that is easiest for them? (I assure you that your competition does this and if not now they will be doing)
- Do you personally communicate with your Clients at least 4 times a year? Email, Text Message, Phone Calls, Hand Written Notes, Video Emails, Face To Face (this could be your differentiator and if not makes you NO DIFFERENT than 1-800-CHEAP)
- LAST QUESTION BUT PROBABLY THE HARDEST TO ANSWER: Is your Agency/Business transacting Customer Service in the same way it did 5 years ago? If your honest answer is YES, THEN THE SECOND QUESTION IS THIS. HOW MANY BUSINESSES FROM 5 YEARS AGO NO LONGER EXIST BECAUSE THEY WERE NOT WILLING OR ABLE TO CHANGE!!!!
John Lucero, is a successful business owner with over 20 years of experience in multi-line insurance agency operations for several major National Brands. With an expertise in Recruiting, Educating, Coaching, Developing and Product Knowledge, his passion and drive to ELEVATE Insurance Agencies to higher levels of success is what keeps him inspired about the future and motivated about making a difference.
