Stop Kicking the Quantification Can
For over two decades Insurance Brokerages of all sizes have asked a couple of important questions: “How do we really differentiate ourselves through a quantifiable impact?” and, “How do we compete outside the price of the commodity?”
The answers to these questions is the proverbial can that always gets kicked down the road.
Every few years, someone (usually a sales consultant) comes up with the next great idea to reinvent the same old sales process. It’s usually a set of buzzwords wrapped in a slick marketing campaign, using branding terms like “Business Solutions” or my current favorite… “Value Added Services.”
None of these terms speaks to the real issue: What is the financial impact of our business relationship?
Lately, there’s a lot of talk about brokers needing to “dollarize” their results for clients and prospects. This is not a new concept. We’ve been teaching our clients how to accurately quantify their value for over 20 years. And, now, with the advent of our analytic platform (TCORCalc®), we’re able to equip our clients with the quantifiable results needed to earn more (and better) business by showing the buyer a dollarized impact, translated against their profit margins, shareholder value or other key metrics.
Analytic Brokers who utilize TCORCalc analytics (in conjunction with the Analytic Brokerage™ Sales Platform) consistently outperform their competitors by providing data-driven, quantifiable results.
So, no need to kick the can down the road any further. Right now, Analytic Brokerages™ are making significant revenues by dollarizing their value. They no longer kick the quantification can... They are running over the can-kicking brokers who are still on the road!
Best Regards to Analytic Brokers™
Rob Ekern, CAB (Certified Analytic Broker™)
TCORCalc is North America's leading authority on risk management program analytics and insurance industry benchmarks.
Financial Leakage is the controllable costs that erode a buyer’s financial statement. They are in the form of Loss Costs, Indirect Loss Costs and Administrative Costs.
TCORCalc® provides certified metrics and data-driven reports (including the Financial Leakage™ Report) and a large account sales platform for insurance brokers across North America. Contact us today to super-charge your sales.
With over 30 years in the insurance industry, Rob was considered to be one of the nation's top performing brokers when he started his own consulting company in 1993. Since then, his guidance has helped many organizations across North America increase their profitability, growth, and develop their sales teams.
Rob is considered the industry expert on Total Cost of Risk quantification and franchise account attraction and retention strategies.