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Tuesday, May 9, 2006
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Issue 36
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VOLUME 2
ISSUE 36
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Price and Customer Service. Two of the most important words in our agencies. But are they the most important words?
Writing business based on price means that the customer views you as a commodity. And customer service is an expectation of minimum business standards that every agency tries to provide.
My experience over the past 30 years as an insurance professional and business owner has taught me that lasting success requires me to build my business on something more than price and customer service. I must become a trusted advisor to my clients.
If price is driving your business, you have probably positioned yourself as a commodity rather than an ongoing resource in your customer's minds. I know you might say, "But it always comes down to price." But is it true?
L'Oreal cosmetics has based their marketing on one statement, "We're more expensive. But you are worth it." What if that became your position to your clients? What if we made "Protection" more important than "Price"?
Making this shift requires agency owners to get out of their comfort zones and become experts in building relationships with clients. People do not walk away from trusted relationships, but every agency has lost clients for $50 even though you provided the very "best" customer service.
Technology has provided many opportunities to build strong client relationships. What are your experiences? Let’s hear from you!
If you are a SOLUTIONS agency, Click Here to respond to Ted's Blogs |
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PART 1:
Will Your Agency Become "Distinct" or "Extinct"
Learning How To Become A Purple Cow
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Last month, The Source included a tip to read Seth Godin's book, The Purple Cow.
The overwhelming response indicated an interest in learning how to become distinct and remarkable. This article is the first in a series to explore this elusive goal. |
What if price were not the determining factor in choosing an agent?
What if you could pick the customers you want to do business with?
What if you did not need marketing because your agency was so remarkable that people had to talk about it?
This month we will look at the first step in answering these questions. Your responses will be posted for each issue, allowing you to share your ideas and learn from other agencies.
[FULL STORY]
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In this issue...
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Permission
Marketing
Turning Strangers Into Friends, and Friends Into Customers
Tom Baker,
SOLUTIONS Coordinator Advanced Automation
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Want to increase the results of your marketing efforts? Target people who want to hear what you have to say and get their permission to learn how you can protect their financial future. |
[FULL STORY]
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Care Enough
To Confront
How Owners and Staff Can Survive The Challenge Of Confrontation
Tom Baker, SOLUTIONS Coordinator Advanced Automation
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Confrontation. A word you just love to hear. Right?
Owners, Producers and Staff alike tend to avoid it like the plague. Here are some simple solutions that work. |
[FULL STORY]
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PART 1:
Hiring The Best...Not The Rest
One Dozen Powerful Strategies For Avoiding Thieves, Spies, Con-Artists and ...
Don Phin, HR That Works
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As an employment law attorney, Don Phin has seen every form of bad employee. This article is Part 1 presenting insights on how to keep these cancers out of your workplace.
Don starts out by explaining how to avoid hiring the wrong person. |
[FULL STORY]
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Following
The Rules
E&O Risk Mitigation Procedures
Chris Burand
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Every agent is in the business of providing risk management for their clients. But how do you manage the risk of E&O claims in your own agency? Chris Burand presents valuable insight to protect your agency. |
[FULL STORY]
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Top Personality
Characteristics of Top Performers
Pre-Qualifying Your Next Top Producer
Tom Baker, SOLUTIONS Coordinator Advanced Automation
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The only thing more challenging than finding good staff is living with our decisions after we hire them.
If you plan to hire a Producer this year, this article could mean the difference in a "costly" decision and a "profitable" one. |
[FULL STORY]
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SOLUTIONS News
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Way To Go, Peggy!
"I had a gentleman come into the office concerned about the cost of his homeowners and automobile coverage. He wanted to decrease the liability on both policies.
I remembered a story about another CSR who had a customer that wanted to cancel their umbrella policy.
I told my client the story, except I added that the wife (a lawyer) and their son were in the vehicle, both being injured in the same accident.
Of course, their 2006 Lexus was totaled. By the time my client left we had increased all his underlying liability to 250/500/100 and he was adamant about completing an umbrella application on the spot.
This stuff really really works! Put some thought into how to protect the clients stuff not just lowering the premium when they come in to complain about the price."
Peg DeSantis, Tobey Merrill Insurance
AGENCY OWNERS!
Having trouble finding time for these important goals?
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Manage Stress?
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Reduce Paper/ Postage/Printing Cost?
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Improve Consistency & Compliance?
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Complete Annual Client Reviews?
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Improve Account Rounding?
You deserve to have the resources to grow your agency.
Advanced Automation is the industry's unique leader in agency management development and profitable growth.
You have Questions,
We have SOLUTIONS! |
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For More Information
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