Content area
Full Text
Stand out from the crowd with an industry-specific risk survey
I recently spoke at the Florida Association of Insurance Agents (FAIA) annual convention. My main stage presentation was "The Agency of the Future," which I followed with a two-hour workshop on "Predictable and Guaranteed Sales Success."
As I was rehearsing my presentations (yes, I still rehearse-don't you?), it hit me that there are really two types of producers: Application Fillers and Risk Solutions Providers. Let's review the differences.
App fillers
These are the "Old Way" producers. If you've been following me through the years, you know the type I'm talking about. They're the Look, Copy, Quote and Pray producers. They get an opportunity with a prospect based on Old Way credentials: "We provide great service, we have the best people, we represent all of the biggest and best companies, and we've been in business for over 50 years! We'd like to provide you with an apples-to-apples, no- obligation quote on your insurance. We believe we can save you money."
Wow! Where do I sign up? What a compelling Unique Selling Proposition (USP)! The definition of a USP is the unique and appealing ideas and things that separate you from all of your "me too" competitors.
It's no wonder why so many producers have prob- ably heard the following: "You insurance people are all the same. Sure, if you want to give me a quote, I'll listen. It's a good way to keep our current agent honest." That's music to the ears of the Old Way pro- ducer, who thinks, "Oh boy, a great prospect!"
The next thing they do is look at the current pol- icies, copy them and then fill out the...