Competition is part and parcel of a broker’s life. As the class of insurance I do is largely non-renewable, it has been ingrained in me that I am only as good as my last deal.
I recently had the opportunity to submit our value proposition and meet up with prospects to explain why they should switch brokers and use us instead of their incumbent brokers. The conclusion I got is that my company’s credentials, my background and all the marketing spiel in the world doesn’t matter. At the end of the day, what clients want to know is how you’re going to solve their problems.
And this is something I often tell my younger colleagues too – it’s no point highlighting problems to a client if you don’t produce a solution for it.
While showering tonight, I came to the conclusion that this is my expectations of the political candidates clamouring for my vote. I already know what the problems are. So please give me some practical and credible solutions. Don’t tell me things like you want to be voted in as a “check and balance” on the incumbent – I have never seen a deal won this way, and a general election isn’t all that different from a RFP.