Buyers have changed the rules. Sellers no longer are in control. To survive and thrive requires a continuous interaction with your customers and your prospects. Listening, observing, asking, and engaging are the key activities that will improve your rate of success.
No industry is immune to changing buying behaviors. Insurance has long been thought to be a product that can only be purchased a certain way – through an agent or broker. However, as Geico, Progressive, and now Hiscox have all proven this thinking to be outdated. Buyers can, will, and do buy insurance online. Sure, not all lines are yet available to secure via an online option but I believe it’s only a matter of time. Why? Because the buyer is demanding it.
In my white paper below, The Future of Insurance’s Agency Distribution Model, I provide insights for carriers and agents alike as to how to think about the buyer’s journey differently. There’s no better time than the present to lean in and get intimate with your buyers to understand what’s important to them today, what’s trending for tomorrow, and what they will demand in the not so distant future.
Joseph DeRosa 