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Total posts: 22
Many agencies spend or invest $100,000s of dollars on creating differentiation in the homogeneous world of insurance. Unfortunately, many producers are not great students of those differences and never use them in the pursuit of new business.
In general, producers can talk about capabilities from a 30,000 ft. level. The problem is that the prospect doesn't hear much difference from up there. It all sounds the same.
However, in the insurance world of sameness, Differences really matter.
The greatest leverage comes from having the ability to reduce the "capabilities" of the agency down to concrete deliverables, i.e. Loss control, mock OSHA inspection, set up safety meetings, create strategic safety plan and the list goes way beyond this.
If you can give producers better access to the wisdom of the firm and put your differences at their fingertips, they will adapt to beating the incumbent more rapidly and the chance that you, Leadership, will grow your agency faster goes up.