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PRICE?

Choosing an Insurance Broker DOES IT ALL BOIL DOWN TO

YES

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Generally Speaking,

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

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Risk Management Community

The Brokerage Community

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YOU REAP WHAT

YOU SOW

Client Expectations

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What is a Broker Supposed to Do?

~ Provide Meals and Play Golf?~ Consultative? ~Transactional?

There are

Types of Brokers

Now Populating

the Landscape

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TYPE

1

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The Institutional Broker

~ RESULT De-Personalization JRP

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~Job Segmentation Finders – Meals & GolfMinders - Consultative& Binders - Transactional

Institutional Characteristics

TYPE

2

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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

PRICE?

Process Has Lowered Buyer Expectations JRP

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Why Does It Seem To Be

All About

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___________________ = Dumbing Down

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~ Marginalizes Subjective Qualities

~ Creates an Environment Wherein the Focus is on

Price

Dumbing Down

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~ Intellectual Capital ~ 24/7 Mentality ~ Commitment to Excellence ~ Selflessness

The Discerning Buyer Should Know the

Difference

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The Discerning Buyer Should Pay

for

Quality