Why We Stopped Selling Insurance and Started Educating our Clients
Many years ago, our agency changed the way we operate. We saw that insurance could be viewed as a commodity like a car or home. But we know otherwise. There were two reasons for our change.
- If people saw insurance as a commodity, then the lowest price wins. And with insurance, low price usually means one size fits all coverage and low or no education or service that values the customer over the insurance carrier’s efficient transaction model.
- When we can educate and explain why you need or don't need certain insurance coverage, the process becomes less about cost and more about purchasing the right coverage at the right prices, hence creating value.
Here is what we like to do before we even say the word insurance. We ask questions to understand your needs better. We share our knowledge about your risks, and we help identify the individual risks you face and start the process of putting together a plan to protect you with a combination of insurance, risk transfer and avoidance techniques.
Our clients routinely tell us that “this is the first time someone took the time to explain this to them”. They feel empowered to control and have ownership of their insurance program.
Building a business populated by satisfied, repeat customers is our goal. This benefits both parties and offers us the opportunity to invest our knowledge and expertise while sharing the relationships we have with community vendors and insurance carriers to benefit our customers. This feels more successful that hitting a sales goal each year.