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The Spark that Ignited the Revolution

December 3, 2013

RevolutionFor five years, more than 700 patriots — insurance agents, principals, brokers, producers, and carriers —  trudged into workshops and programs, tired and weary of the dominance of the insurance bid, They arrived frustrated, angered, and demoralized.  Their confidence and self-image were rattled.

The infiltration of the Insurance Bid has them caught in the “commodity trap” – the 90-day insurance bidding process.

Trusted AdvisorWe are all in a revolution – an uphill battle against commoditization.  Commoditization occurs when the consumer perceives little or no distinguishable difference between products, services and resources.  When this happens, price becomes the primary differentiator.  We are battling against commoditization and the dominance of the insurance bid, and it’s eating away at our knowledge, wisdom, and professionalism.  It so cruel and debilitating that it strips away the value proposition of even the most seasoned producer – his or her professional purpose for existence – to a number.

Prior to attending a Beyond Insurance® program, each patriot is asked to complete a confidential “10 Question Beyond Insurance® Survey.”  This Survey facilitates Beyond Insurance’s ability to understand the level of infiltration so an appropriate battle plan may be developed.  As you can imagine, we see serious cases of “performance erosion” as measured by reduced new business hit ratios, sub-standard retention, random cross-selling strategies, no referrals, and key accounts under renewal competition.  The following represent three of the ten statements that are asked on the Beyond Insurance® Survey:

Statement #1:  My prospect research and qualification system screens out commodity shoppers.

Statement #2:  My sales process protects me from getting caught in the “commodity trap” – the 90-day insurance blitz.

Statement #3: I am enthusiastic and energized by my business model, systems, and growth strategies.

CommodityOver 80% of the patriots respond “no” to the statements listed above.  The Insurance Bid is infiltrating and impacting their personal and business careers.  Infiltration is defined as “a method of attack in which the enemy penetrates weak or unguarded points in order to assemble behind their position and attack it from the rear.”

Our entire industry is under attack and the only way to escape enemy infiltration is to band together in the Risk Revolution.

If you know someone who wants to shift power from the transactional insurance bid to a new, better way of serving their clients, please check out our next Beyond Insurance program Purple Cow Leadership Workshop, taking place in Tempe Arizona January 14th and 15th.  Acting now will allow for you to access the early bird pricing!

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