Perils & Consequences
by
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An example of a well-thought-out and successful mission statement for an insurance agency is: Our mission is to safeguard our clients against financial ruin. An example of a declaration of intent to follow this mission statement is: 1. At our agency we handle most, or all, of our client’s insurance and act as their insurance advisor. 2. We help them develop an insurance buying strategy tailored to their individual needs and provide them the needed protection in the event of a worst-case scenario. 3. We bring to our client’s attention the financial exposures they have regarding the four insurance perils: property insurance, lawsuit exposure, medical insurance and loss of income. 4. We find that most people are over-insured where coverage is least needed and under-insured where coverage is most needed. 5. We diagnose their exposure to the four financial perils and then help them obtain suitable coverage. 6. We conduct a face to face meeting with our clients and prospects to ensure our mission is accomplished.
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About the Book
Putting the client first is the most important element of any business transaction. However, it is often the most overlooked. I attended many seminars, read many books, and listened to agents and representatives discuss all aspects of the business, but the idea of putting the client’s interest first is almost never examined. After attending these seminars, I would find myself back at the office, gung ho to set the insurance world on fire. The problem that always surfaced was that I never was taught or never developed an insurance purchasing philosophy. Although we wrote lots of insurance and saw significant revenue growth in my agency, it was not a relaxed or rewarding experience. This was because we weren’t truly putting the client first despite our good intentions to do so. After swimming upstream for many years, I finally came upon the ideas contained in this book that have set my professional life free. As you will read, the most critical element is putting the clients’ interest first each and every time.
About the Author
Since 1985, Rich Votaw has owned and operated a successful multiline insurance agency in the Lake Tahoe area. In 2015, he launched a consulting firm to transfer the knowledge and experience he has gained during his career to improve and advance the careers of others. Rich lives at Lake Tahoe, California, with his wife and two sons. In his spare time, he enjoys boating and skiing. Stan Scott: Stan Scott is an entrepreneur, sales professional, and coach. He joined Rich to provide sales consulting expertise to the insurance industry. Along the way, Stan helped Rich finish writing this book and they are collaborating on their next book. Stan has an MBA from Northwestern Kellogg and an undergraduate degree from Notre Dame. He lives with his family at Lake Tahoe.