Our industry is in transition. We need to step it up to survive and win!
Experts say most independent agents are not cross selling--even though their future may depend on it.
With commoditization of personal lines auto and the coming assault from the direct channel on small business, agents need to realize that it is difficult to position themselves as efficient and profitable when continuing to operate as an insurance vendor that takes orders and quotes business rather than a professional trusted advisor providing guidance. The majority of agents are not cross selling, but the informed ones serious about their future are.
Insurance is no joke, but you wouldn’t know it if you watch TV
"Often purchased solely on price, the true brand value of an insurance company does not become apparent
until the day it is needed."
Abe Sauer, brandchannel.com
Insurance Agents, Brokers and MGAs need to add real value to the selling process.
The pressure is on as the industry moves toward online sales. Value-added selling means putting the best interest of the insured first. They want your help and need your advice and direction.
Nearly 50% of Small Business Insurance Buyers...
SBI buyers want to work with insurance
professionals they can trust.
According to Deloitte, 48 percent of those surveyed said they were "not very likely to buy small business insurance direct from a carrier on the Web, without their own agent or broker to shop for them and advise them."
Insurance Agents are Trusted Advisors. That’s the law.
According to the Tennessee Supreme Court insureds rely on their agent "to successfully complete the groundwork for procuring the policy“.
In a recent, “failure to procure” trial against an insurance agent the Tennessee Supreme Court declared that “the applicant should be able to trust that the agent will ask the important questions”.
He doesn’t have the expertise so he’s depending on you for good advice and the right coverage. Price and speed matter but the insured is looking to the agent and the underwriter to make sure they have the coverage they need to mitigate a financial risk.
In a recent, “failure to procure” trial against an insurance agent the Tennessee Supreme Court declared that “the applicant should be able to trust that the agent will ask the important questions”.
He doesn’t have the expertise so he’s depending on you for good advice and the right coverage. Price and speed matter but the insured is looking to the agent and the underwriter to make sure they have the coverage they need to mitigate a financial risk.
Interstate has unique Commercial Auto and P&C products.
You can deliver the right policy and the right price. The best reason to up-sell and cross-sell is because there is a solid and compelling benefit for the client to buy the coverage they really need.
