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.
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."
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)
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.
It’s crazy how timing works. On the heels of our #Q4LiveTampa conference where we spent a few days learning, debating, and planning how to bring solutions to the failing healthcare system, comes the announcement that Jeff Bezos (Amazon), Warren Buffett (Berkshire Hathaway), and Jamie Dimon (JPMChase) have teamed together to do just the same.
Every year we choose a theme that will be a focal point for everything we do throughout the year. In past years, we’ve had Simplify as a theme, where we looked to make everything we did and created as simple as possible. Another year our theme was Relevance, where we intently questioned what relevance looked like and how we could ensure our own relevance as well as that of our member agencies.
Our theme for 2018 is (drumroll please) … A New Normal.
At Q4intelligence, we have always been committed to the transformation of the industry. As our business model has evolved and we have become increasingly connected to business owners and HR directly, we have also evolved our commitment to not just focus on the industry, but to incorporate employers into that commitment as well.
At Q4i, we exist to help HR and benefits advisors drive greater results, together.
I know many salespeople are afraid of challenging the thinking of their prospects and clients. They are afraid of telling them what they need to hear, but don't really want to hear. They are afraid of having uncomfortable conversations.
Why are salespeople so afraid of challenging their prospect’s and client’s thinking?
Simple. They lack sales confidence.
You may not know it by its name, “Jacked Up," but you have probably seen the State Farm commercial. It’s the one where one guy is having a horrible day (finding his car stripped in the parking lot), while a young lady has the day of her life (finding her new car in the driveway). It’s a very clever look at how the same words can have entirely different meanings.
There are a lot of employers out there having really bad, “my car has been stripped” kind of days as they meet with their traditional benefits broker to receive the inevitable bad news.