What are your clients thinking? What would they say about the insurance industry—and about your agency—if they felt they could be really honest with you? I thought I would give it a try, and last weekend I hit the jackpot.
I thought this column by Larry Linne in the October issue of Rough Notes was fascinating. The businessman he spoke with clearly wants more from his insurance agent, though he can't always articulate exactly what. Still, he makes it plain that he's unimpressed by promises of good customer service and claims assistance. He appears to want a proactive risk management partner, somone who will help him prevent losses and manage his "human capital."
How is your agency approaching its clients? Are you offering insurance or are you offering to help solve your insureds' problems? The difference between the two may be the difference between getting and losing a client.