The Trust Gap
Through dozens of interviews with executive leaders, we uncovered a trust gap, insurance producers lag behind other service providers in credibility.
This trust deficit creates a significant barrier for insurance producers trying to engage with executive leaders. Building credibility requires demonstrating expertise.
Industry Perception
Historical industry practices have created skepticism among executive leaders about the value insurance producers provide.
Expertise Gap
Many producers fail to demonstrate specific expertise that addresses the unique challenges of their prospects.
Approach Mismatch
Traditional sales approaches often don’t align with how executive leaders prefer to engage with service providers.
Our View
Trust is lost in the industry. A significant amount of executive leaders do not trust insurance producers that knock on their doors.
We believe that discovery meetings need to be earned. Brokers need to illustrate and display expertise to build credibility with a prospect. Not only the producers but the practice groups that work with them.
We also believe this expertise needs to be deployed strategically and efficiently at the right time.
Top brokers usually have all the right ingredients-talented producers, strong relationships, and specialized practice groups. However, they often fall short of maximizing their ROI because they don’t fully integrate these strengths into a unified, strategic approach. In cases of M&As, it further complicates these dynamics, but creates an opportunity to accelerate organic growth.