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Choosing an Insurance Broker DOES IT ALL BOIL DOWN TO. PRICE?. JRP. CAPITAL RISK. YES. Generally Speaking,. JRP. CAPITAL RISK. WHY?. JRP. CAPITAL RISK.

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Presentation Transcript
price

Choosing an Insurance Broker DOES IT ALL BOIL DOWN

TO

PRICE?

JRP

CAPITAL RISK

slide2
YES

Generally Speaking,

JRP

CAPITAL RISK

slide3
WHY?

JRP

CAPITAL RISK

slide4

~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

Risk Management

Community

JRP

CAPITAL RISK

the brokerage community
The Brokerage Community

YOU REAP

WHAT

YOU SOW

JRP

CAPITAL RISK

client expectations
Client Expectations

What is a Broker Supposed to Do?

~ Provide Meals and Play Golf?

~ Consultative?

~Transactional?

JRP

CAPITAL RISK

type 1
TYPE1

The

Institutional

Broker

JRP

CAPITAL RISK

result de personalization
~ RESULT De-Personalization

Institutional

Characteristics

~Job Segmentation

Finders – Meals & Golf

Minders - Consultative

& Binders - Transactional

JRP

CAPITAL RISK

type 2
TYPE2

The

“Eat What You Kill”

Broker

JRP

CAPITAL RISK

slide11

“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

JRP

CAPITAL RISK

slide12

TYPE 3

The

Traditionalist

Broker

JRP

CAPITAL RISK

slide13

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

JRP

CAPITAL RISK

slide14

Why Does It Seem To Be All About

PRICE?Process Has Lowered Buyer Expectations

JRP

CAPITAL RISK

slide15

___________________

= Dumbing Down

JRP

CAPITAL RISK

slide16

DumbingDown

~ Marginalizes Subjective Qualities

~Creates an Environment

Wherein the Focus is on Price

JRP

CAPITAL RISK

slide17

The Discerning Buyer Should Know the

Difference

~Intellectual Capital

~ 24/7 Mentality

~ Commitment to Excellence

~ Selflessness

JRP

CAPITAL RISK

slide18

The Discerning Buyer Should Pay

for

Quality

JRP

CAPITAL RISK

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