If you will, I need to have a frank and hard-nosed discussion with you. In my 20 or so years of consulting, coaching, training – and selling insurance – in this industry, I have NEVER seen the horizon look so dark, ominous or threatening to so many agents as it is right now. Nor have I ever seen the critical need for innovation, smart business strategy or fast and constant adaptation as you need TODAY.
Please remember, I am not a “babe” in these woods. I started my own insurance career in the thick of the last long (14 year) soft market. And during those years, the trade mags and industry associations reported the loss of tens of thousands of insurance agencies who rammed up against the rocky shoals of tough times, selling out, merging – or just going out of business.
My great concern – for many thousands of today’s agents is that they are stuck in “cycle-thinking.” That is, quietly saying to themselves, their anxious spouses or employees that “we just need to get through this cycle” and everything will get back to normal.
Nope. More accurately, the economy moves in “spirals” – not “cycles.” When it “comes around” – which it will, the world will be different. And you won’t be able to “jump tracks” and go back to the good ol’ days. (Cases in point: the recording industry: people are still listening to music – but differently; the travel industry: people are still booking travel, but differently; the bookseller industry: people are still buying books, but differently; farther back, the buggy whip industry: people are still transporting, but differently…and on and on.)
Over the next few blog postings, I want to share with you the insights and observations I have garnered – from coaching thousands of insurance agents and networking with my colleagues – many of whom lead this industry in their own area of expertise. And I promise that – as dire and daunting as the challenges that face the retail agent – this will NOT be a cry-fest OR a cause for depression. It WILL be a cause for ACTION. And I promise to share the Action Plan most suited to attacking and dominating the forces that will challenge you in the coming 3, 6 and 12 months.
First of all, the graphic is courtesy of my friend, Richard Kerr, president of MarketScout. (Any independent agent who is NOT familiar with their “insurance exchange” services is missing a tremendous resource.) So, just to get STARTED:
The overwhelming dog-pile of forces beating up and preparing to beat up on insurance agents today – and for the foreseeable future – will make those days look like a fondly remembered family picnic. And agents too-slow to react with accuracy and strategy will be road-kill.
Overstated? Even if I am – by multiples – the truth remains. Five MAJOR forces are pressing down now and in the months to come. Over the next few blog postings, I'll review them with you.
Before I wind up for today, I should stress that I’m in the “HOPE Business” – not the “BLUES Business.” So, as rough as things may get (after all, it’s my job to tell the TRUTH and not to sugar-coat it), I’m all about success and getting you the TOOLS to thrive. Along those lines, you SHOULD be registered for The Insurance Marketing Super Summit. If you’re not, I would consider that your first big mistake of the next 12 months. Visit www.agencyrevolution.com for more information.
Michael