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... x No Thanks Loading.. The Three Biggest Secrets In Insurance 6/1 /2015 by Randy Schwantz This content has not been rated yet. Motivational speakers love to put the word "secret" in the title of their presentations. I've sat through many sessions, and I've always wondered what kind of "secret" you can tell on the stage of a packed auditorium? In truth, when it comes to sales, the most important "secrets" are those things that experienced, successful people know but won't necessarily say. So let me tell you the three biggest open secrets of our insurance business. Secret No. 1: We're All Selling the Same Thing Many producers waste a lot of breath trying to convince prospects that the insurance products they sell are different from those sold by the competition. This is a very hard sell in itself. Why? Because insurance is a fairly uniform commodity. All of the Big Dogs in the carrier and agency community are offering the same basic thing as their competitors, because it's virtually impossible to design a new, exclusive product. If you can create a new coverage or rate deviation and file it with the state, I guarantee you that your competitor can, too. This is a powerful "secret'" because it undermines the intuitive approach to sales, which is to announce, "Buy mine, because it's the best!" When there are 10 other agents lined up behind you with the same product, that's a tough idea to sell. Unfortunately, most producers insist on sticking with this approach. They spend most ...

... This content has not been rated yet. Randy Schwantz 5/27/2015 12:00:00 AM Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales. All Articles by Randy Schwantz Comments (0 ) The Three Biggest Secrets In Insurance This content has not been rated yet. Randy Schwantz 6/1 /2015 12:00:00 AM Motivational speakers love to put the word "secret" in the title of their presentations. I've sat through many sessions, and I've always wondered what kind of "secret" you can tell on the stage of a packed auditorium? All Articles by Randy Schwantz Comments (0 ) x No Thanks Loading.. Loading.. x No Thanks Loading.. ...

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... measured. It's reduced as much as feasible by loss-prevention techniques. The loss is accepted as a budgeted cost to the extent that it can be fitted in to the financial picture. As a last resort, the losses that can't otherwise be treated are transferred. Insurance is the usual means. Insurance is so important as a risk-management tool and its cost so visible that other aspects have received relatively little attention. Nevertheless, they all tie together into the overall risk-management picture. Risk Identification It almost goes without saying that risks must be identified before they can be treated. This is one of the measures of a good risk manager. Here are just some risks that occasionally elude the public agency risk manager: Loss of revenue from shutdown of an income-producing activity: utility, toll road or bridge, auditorium, and so forth Loss of taxes because of destruction of a principal taxpayer's property Extra expenses from administrative dislocations following any catastrophe Extra expenses from hand processing data after loss of data-processing facilities Unusual types of liability, such as liquor liability, that are not perceived as important until an unforeseen situation Loss Prevention Safety programs affect insurance costs indirectly by reducing losses (which in turn indirectly affect premiums), but few safety measures are recognized in liability rating. To find out exactly what measures are important, ask your insurance agent for a breakdown of your rating factors. Larger Workers Compensation programs will also have factors tied to loss prevention, so get a copy of that schedule, too. Fire rating is directly affected by a number of building and contents hazards. The premium often can be directly affected ...

... you? Your job is to supply Life leads to producers - so if anyone is rejected, it will be them, not you. If you fear that producers will reject your leads, think again. If some of the leads don't pan out, the producers will probably ask for more, not less, of them. As a CSR, you are the producers' life support. They will no sooner scorn you than an emphysema patient will tear a respirator from his nose. 2. Put the change you want to make into perspective. In the movie Hoosiers, a small-town basketball team makes it to the championship finals. As the team of kids enters the arena where they are to play their final game, they balk at the scale of it all: The hugeness of the auditorium, the rows and rows of bleachers. Very sensibly, their coach puts the game in perspective for them. He gets a couple of the kids to measure the basketball court, the height of the baskets from the ground, and so forth - and proves to his team that the distances and heights are exactly the same as on the courts they are used to playing. The kids realize that though the trappings are different, the game is the same. So it is with the P/C CSR who starts generating Life leads. The process of getting leads is the same as ever, and only some of the information is new. The game is the same; the CSR is simply learning a few new moves. 3. Recognize that a certain amount of fear is good ...