PRICE

1
PRICE?
Choosing an Insurance
Broker
DOES IT ALL BOIL DOWN
TO
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YES

Generally Speaking,

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WHY?
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Operantly Conditioned into a State of
General Indifference Service Has Been
Marginalized by Process Loss of
Qualitative Value-added Leads to Quantitative
Shopping Quantitative Analysis
Commodity Shopping Commodities are
Price Driven
Risk Management Community

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The Brokerage
Community
YOU REAP WHAT YOU SOW
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Client
Expectations
What is a Broker Supposed to Do? Provide
Meals and Play Golf? Consultative?
Transactional?
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There are Types of Brokers Now
Populating the Landscape
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TYPE 1
The Institutional Broker
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RESULT De-Personalization
Institutional Characteristics
Job Segmentation Finders Meals
Golf Minders - Consultative Binders -
Transactional
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TYPE 2
The Eat What You Kill Broker
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Eat What You Kill
Characteristics
Producer is King of the Hill Back Room
relegated to Service Oblivion Business Can
Be a Revolving Door as Focus on the
Rainmaker Erodes Commitment to Quality
Service
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TYPE 3
The Traditionalist Broker
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Traditional
Characteristics
Re-birth of traditional values Client
Focused Delivery of Services By Way of a
Team Approach Reward Production and
Service Equally Focus on Account Retention
By Way of Providing Superior Service
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Why Does It Seem To Be All About

PRICE?

Process Has Lowered Buyer
Expectations
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___________________ Dumbing Down
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Dumbing Down

Marginalizes Subjective Qualities
Creates an Environment Wherein the Focus is
on Price
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The Discerning Buyer Should Know the Difference
Intellectual Capital 24/7 Mentality
Commitment to Excellence Selflessness
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The Discerning Buyer Should Pay for
Quality
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