Given the rapid pace of how our industry and our work is changing I ask you to consider these three questions:
How are you repositioning your business? Have you thought about it? Have you considered what our industry and our market is going to look like in our post pandemic world?
Whether you are an individual producer, a broker, have your own agency or specialize in individual products, it is important for you and your business to start planning for the unknowable. For many of us in this industry bumps and alterations have become more of a "normal" than not. The years of getting your license, getting appointed with a carrier and building a small hometown agency where a couple dozen accounts could sustain you and your family for decades is gone. Market consolidation, the ACA and now the pandemic are going to require that we think outside the box. What do prospective clients need? And how are you meeting that need?
Here is what I know, the days of touching your accounts quarterly with most of your work done at renewal, those days are long gone. The market is more complicated and what clients need from you, from us is a trusted business partner. Not a "benefits" partner. We need to understand their business, understand the market, we need to understand that products are a financial opportunity to help our clients and prospect prepare for long term business stability and continuity. Our own sustainability, personally and professionally is incumbent upon your deep understanding of how to help our clients.
My recommendation for you this month is to take some time to think about your business, think about what messages you conveying and really ask yourself if you are positioning yourself, your agency and our industry for the new world that is ahead of us.