Agency Blog

Education | Communication | Collaboration

April 23, 2018

If you’ve been paying attention at all, you know there is a new era of solutions taking hold in the industry. If you haven’t been paying attention, well, you need to get up to speed and fast!

And, to be fair, it’s not so much that these solutions are completely new. In fact, many take us back to the basics of what healthcare used to be. You know, back before it started falling apart.

Read More

Q & A with Tom DiLiegro, Owner, Benefit Advisors of Charleston

April 16, 2018

To paraphrase Mark Twain, “Reports of the death of the industry are greatly exaggerated.”

Many see the industry as on its deathbed. Between the unprecedented number of agencies selling, the belief that the industry can’t recruit new talent, and the countless other challenges weighing on it, many see these as the final days of the independent insurance agency system.

But, they are wrong.

Read More

Coffee is for Marketers

April 09, 2018

As they say, necessity is the mother of invention. Insurance agencies clearly need help with marketing. And that need led us to start our marketing division at Q4i where we provide help and guidance in developing and managing the critical marketing functions all agencies need to be embracing.

Read More

You Call it a Sales Process; Prospects See it as a Buying Process

April 02, 2018

At the core of what we do at Q4intelligence is what most would describe as sales training. We work with producers and the broader team to take more effective conversations to their prospects and clients.

I’m guessing sales training has been around since the first caveman wheel salesman (no gender equality in the workplace back then, I’m sure) tried to scale in order to meet the growing need/demand for the product. I’m also guessing it wasn’t long after that when the first sales trainee grunted, “Zog no need sales process. Zog sell wheel many years."

Read More

Commission, Bonuses, Fees – Oh my!

Even though I’ve worked my entire career in insurance either as a producer or with producers and agency owners, it’s been a while since I was a producer myself. It’s amazing how much has changed during that time.

  • Back then, we actually called one another instead of texting.
  • Healthcare reform meant a failed attempt by Hillary.
  • The only Kardashian we had ever heard of had been part of O. J. Simpson’s “Dream Team” (I really miss that part of the good ol’ days)

Read More

Hooray! You’re on Social Media! But Are You Adding Value to Your Clients?

I’m concerned about some of the activity I see playing out among brokers and advisors with their online social activity. And I’d like to note that paradoxically this concern is actually a cause for celebration.

Read More

Q & A with Barry Cohn, President, Really Great Employee Benefits (RGEB)

March 12, 2018

At a time when the industry is paralyzed by an unprecedented amount of change, when bottom line profit is evaporating, when too many agency owners are giving up and selling, when effective agency leaders are hard to find, Barry Cohn is a rare find.

Read More

Approaching Benefits Like It’s Merely a Transaction? Your Days Are Numbered

The insurance industry has two very distinct types of sales people. Back when health insurance was affordable, selling group policies was the norm for the benefits broker. As regulations and expenses have both risen to new heights, the ideas, advice, and outcomes employers need have also risen to new heights. And the way brokers and consultants work with clients must rise along with it.

Read More

Wanted: Benefits Advisors Willing to Collaborate Locally

February 26, 2018

The industry in which most of us have spent our careers has centered around two primary groups serving as “gate keepers” of healthcare: commercial carriers and government. To say they have failed us would be a huge understatement.

Read More

Insurance Agency Revenue Covers a Multitude of Sins

And inside-the-agency perspective from our long-time Q4iNetwork member, Bret Brummitt

Being an insurance agency owner has been one of the greatest journeys you have likely embarked on. You have felt the immediate financial reward for doing a good job and you’ve been able to impact the lives of your clients in profoundly positive ways during their times of distress and turmoil. There are few professions that let you experience that combination punch of intrinsic and altruistic rewards simultaneously.

Read More