7 ways Insurance Brokers can win more business in 2018
- Be clear on what your product lines are what products you don’t offer. In addition, having some internal clarity around who your ideal customers are can help you to service enquires in a fast and efficient way and respond accordingly. If you try to sell to everyone, sometimes, you’ll end up selling to no one!
- Have your clients and others in the industry telling your story – More and more customers rely on online search engines, like Google, to find and connect with insurance brokers. Customers are increasingly turning to ratings and reviews to better understand what working with you will be like. Word of mouth is the most powerful way to win new business, so adapting to the digital age is essential.
- Think about your customers entire customer experience, not just the end price of their insurance. These days it is important how you make clients feel and ensuring that you understand them as individuals goes a long way. In a customers mind, they are making micro-decisions at every interaction with you, from how they found your contact details, making an enquiry, their first phone call – how quickly did you call them back, to the importance of small details and the avoidance of mistakes. So have you mapped out your customers’ entire journey and identified the areas you can strengthen.
- Differentiate through your professionalism. Your focus always needs to be on the customer in all you do and as great salespeople know, the selling takes care of itself. So are you as polished as you need to be? Are you setting the benchmark for the industry or simply aspiring to meet it?
- Lose well. Wait, what? This is a post about winning business not losing business. Correct! However, not every insurance broker can win every piece of business every time. Sometimes not winning the business can be your best opportunity to win a customer for life. In how you treat a client when they’ve decided to not buy from you, you can show them how you truly have their interests at heart. For example, following up clients 3 months after they didn’t buy from you to see how they are getting on with their new provider. Offering them any support they require eg reviewing the policy that they’ve been provided and by ensuring that you do a good objective review, then you’ll win their trust and probably their business in the longer-term.
- Ask for referrals from your top customers. Your customers are your best advocates. Or if they are not, asking them for a referral will probably give you an opportunity to resolve whatever is holding them back from being an advocate. So it is a win-win. Be direct and bold in asking clients who are one person they know that you could talk to who could be interested in using your services.
- Be someone people want to do business with. The value of good relationships in business cannot be overstated. Heading into the busy Christmas season, think about how you could surprise and delight your customers, work associates, staff and suppliers. It’s more than just sending a Christmas card (you sent one right?) or gift, be someone that people want to do business with.
So whilst 2018 has just started, now is the opportunity for you to start to work on any of the 7 ways Insurance Brokers can win more business in 2018.
What is a Certificate of Currency:
A Certificate of Currency is a document that confirms a current insurance policy is in place. A certificate of currency outlines the sums insured on the date of the certificate. A Certificate of Currency is valid only for the day on which it is issued and represents information current at the time of your request.
Important Factors of a Certificate of Currency:
- Valid on the day it is issued.
- Provides a summary of provisions in longer-form insurance policy wording.
- Maybe requested by third-parties when rendering services.
- Do not enable you to make an insurance claim.
More Depth on a Certificate of Currency:
1: Valid on the day it is issued:
A Certificate of Currency is valid on the day they are issued. When a Certificate of Currency is issued, they indicate that an insurance policy is active and valid. However, on the days after a Certificate of Currency has been issued, an insurance policy may have been cancelled, changed or revoked and as such, the Certificate of Currency cannot provide insight to the continuation of an insurance policy beyond the day on which it has been issued.
2: Provides a summary of provisions in longer-form insurance policy wording:
A Certificate of Currency provides a summary of the provisions that are covered in a longer-from insurance policy wording. This enables you to accurately understand the core coverage that your insurance provides and often the limits of the cover that is in place.
3: Can be requested by third-parties when rendering services:
Certificates of Currency are used to confirm that insurance is in place and the depth of cover that the policy provides. Often a certificate of currency is requested by third-parties when a service is being rendered. The certificate of Currency shows that there is sufficient insurance in place and can enable people to enter a premise and perform the required work.
4: Do not enable you to make an insurance claim:
A certificate of currency does not enable you to make a claim on an insurance policy. Often you’ll need to have your original insurance documents in full and given that a Certificate of Currency provides a summary, whilst there might be some helpful information for initiating a claim with your insurer, your insurer may request the exhaustive documentation.
To access a certificate of currency, please contact your insurer directly or your insurance broker. To find an insurance broker use Advisr and see ratings and reviews from customers, just like you on what it is like to work with different insurance brokers.
Advisr Experts Opinion is brought to you Brett Theideman from Theideman Insurance Solutions. Brett takes an indepth look at 4 ways to protect your business from Cyber Attacks.
I was working with a client the other day who was attempting to ramp up their cyber security after recovering from being hit with a computer virus. This virus left his company without important files and documents needed to operate for a period of weeks and cost him thousands of dollars in profit and overtime wages for the staff to get the business operating again.
While the company had cyber insurance, the virus still made a big impact on their business for the time they were without a computer. In order to help them I sat and wrote down a list of the things that I do in my business to keep my computer secure, and now I want to share them with you to help protect your business. Here are the top 4 things that I do to protect my business from cyber-attacks.
1- Update your Software and Operating Systems
When it comes to cyber-attacks, for most types of malware and viruses your computer should be your first point of call when it comes to security. Don’t just rely on your IT service provider to bail you out and fix your computer if it has been hacked or infected with a virus; it is important to be proactive and take precautions to protect yourself and your business.
The best place to start is with your operating system. If you are one of the few people whose computer is living in the nostalgia age and running old Windows systems like Windows 95, your software is incredibly out of date and can actually be dangerous when it comes to your cyber security. When a new operating system is introduced, it is common for developers to discontinue creating security patches for older systems, leaving them unprotected against new forms of malware and viruses. To make sure that you remain protected ensure that your operating system is one of the, if not most recent one on the market to ensure that your computer receives these software and security patches.
While it may be tempting to ignore these patches on newer operating systems for the sake of time and convenience, it is important that they are installed as soon as they become available (or your computer tells you it needs to restart to install updates). The 2017 outbreak of the WannaCry virus that locked down businesses and government departments all over the world came from a hole in Windows security that was patched months before the attack, but most people hadn’t installed the patch for.
2- Make your Passwords Strong
Did you know that it can take a skilled hacker with a good decryption software as little as 10 minutes to crack a lower-case password if it is 5 characters long? If you add three more letters and making a few of them capitals that number jumps to 3 years. Adding a single character to that and some numbers and/or symbols and it will take approximately 44,530 years to crack.
For many companies, passwords are the weakest point in their security. The use of overly simple passwords such as “password” and “admin” are common, which makes it a key entry point when trying to access a company’s systems.
To seal up this weak point be sure to keep your passwords strong, only use them on one website and remember to change them regularly. By using a combination of letters, numbers and symbols of all cases, your weak “password” can become a strong “P@ssword1**” which is just as easy to remember but much more secure.
3- Use Antivirus Software
The most common way to protect your business from cyber-attacks such as viruses is to use a good antivirus software on your computer. Whether it be a free downloadable one like AVG, or one of the paid programs like Norton or McAfee, by using any type of antivirus software you decrease your risk of a cyber-attack via a virus.
While having these programs and using them daily is a great starting point there is still more you can do protect your computer. Free programs such as Malware Bytes go deeper into your computer and can pick up viruses and bugs that may be too new for your regular antivirus program to know about.
4- Be Careful What You Click
Did you know that in 2016 one in 131 emails scanned by Norton contained malware? Email has become the primary target when it comes to cyber-attacks such as ransomware. When you click and follow links, and open files from unknown senders you are opening yourself and your business up to a multitude of cyber-attacks and pain if you do get infected.
Most antivirus software now has a scan function for emails and incoming USB/portable hard drives which is a valuable asset when it comes to preventing cyber-attacks. If you are receiving documents or links, even if you know the person and trust them, scan the email first before you open or download anything. If you don’t know the person and weren’t expecting anything from that email address, delete the email, if the person really wants to get in touch with you, they will attempt to contact you again. It is better safe than sorry when it comes to computer safety.
These 4 things are all important precautions to take when it comes to protecting your computer and business against cyber-attacks, but the most important thing you can do aside from these is to back up your computer weekly. That way if the worst does happen and your computer is hit with a virus or a piece of ransomware, you will still have a copy of all your files and will be able to restore your computer from that. It is better to have lost a few days’ worth of recent files than lose them all to a virus.