The best value proposition I can give someone is my professional experience and my local hometown feel. These giant regional agencies bleed customers to me on a daily basis. Throw in the high turnover and the customer is no longer dealing with the same person every time. At that point, how do you set yourself apart from the likes of GEICO and People’s Trust?
Amen. If you can’t sell a better company over bottom of the barrel pricing, you should probably consider another career.
Account rounding is probably the most important thing. Something our agency wasn’t very good at in the past. But in the past year we’ve made a concerted effort at it. Makes a huge difference.
I’ve got a 220 whose sole purpose is to round out existing accounts. Lots of homes without autos, autos without renters, and homes without PIM policies. Since we brought him on I’ve seen our retention and new business go through the roof.
Mr Reality… I agree with Mr Solvent – you are an idiot! I can’t believe anyone would be surprised by this article. Maybe next they will commission a study on the feasibility of building with cinder-blocks…
I don’t think anything is wrong with maintaining books of business and rounding out accounts, but our firm found value in Eckern’s approach in pursuing and writing larger accounts through quantification of our value proposition.
Perhaps I missed it on a re read of the reasons but… I feel as though bringing the highest level of integrity to the table may be implied but real situations tell me this is not a practiced by all agents. I would add traits shared amont all 100 top agencies includes as #1 integrity. In this business we are always asked to quote to which we should respond why are we being asked this question. If our price is the same will we get the new business. If our price is lower will we get the business. If we sell on price we will lose on price. Sell youself, your agency, the value of doing business with you and let things seek there own level.
I don’t disagree that that bringing integrity to the table is essential but in order to demonstrate integrity it has to be woven into every part of the company/client relationship. From the beginning. Just saying it, having it on company letterhead, or using it in a motto doesn’t work. Let’s face it, we all know of organizations that have touted the itegrity concept and then let us down with improprieties and dishonesty. The phone book is full of businesses that advertise “we’re the honest guys”.
I think any agency with a strong regional like Erie, Auto Owners or West Bend has a great value proposition.
The best value proposition I can give someone is my professional experience and my local hometown feel. These giant regional agencies bleed customers to me on a daily basis. Throw in the high turnover and the customer is no longer dealing with the same person every time. At that point, how do you set yourself apart from the likes of GEICO and People’s Trust?
The best value proposition: the lowest premium
You sir are an idiot. My retention exceeds 90% in the worst downturn I’ve seen in my lifetime. Very few customers purchase on price alone.
Amen. If you can’t sell a better company over bottom of the barrel pricing, you should probably consider another career.
Account rounding is probably the most important thing. Something our agency wasn’t very good at in the past. But in the past year we’ve made a concerted effort at it. Makes a huge difference.
I’ve got a 220 whose sole purpose is to round out existing accounts. Lots of homes without autos, autos without renters, and homes without PIM policies. Since we brought him on I’ve seen our retention and new business go through the roof.
unfortunately, right now, we have a full time agent dedicated solely to rewrites.
Mr Reality… I agree with Mr Solvent – you are an idiot! I can’t believe anyone would be surprised by this article. Maybe next they will commission a study on the feasibility of building with cinder-blocks…
I don’t think anything is wrong with maintaining books of business and rounding out accounts, but our firm found value in Eckern’s approach in pursuing and writing larger accounts through quantification of our value proposition.
Perhaps I missed it on a re read of the reasons but… I feel as though bringing the highest level of integrity to the table may be implied but real situations tell me this is not a practiced by all agents. I would add traits shared amont all 100 top agencies includes as #1 integrity. In this business we are always asked to quote to which we should respond why are we being asked this question. If our price is the same will we get the new business. If our price is lower will we get the business. If we sell on price we will lose on price. Sell youself, your agency, the value of doing business with you and let things seek there own level.
I don’t disagree that that bringing integrity to the table is essential but in order to demonstrate integrity it has to be woven into every part of the company/client relationship. From the beginning. Just saying it, having it on company letterhead, or using it in a motto doesn’t work. Let’s face it, we all know of organizations that have touted the itegrity concept and then let us down with improprieties and dishonesty. The phone book is full of businesses that advertise “we’re the honest guys”.