Return with me now to those thrilling thoughts of yesterday…
You will remember that I had met an independent insurance agent who once had a dominating presence in his local west-coast market, but lately was getting his tail kicked by various online services.
Yeah, that friendly gecko is a lovable little guy… isn’t he?
That is, I suppose, until he removes your ability to pay your mortgage or put food on the table, right? That is what this agent was experiencing.
So, I asked what I thought were two pretty basic questions. The first, “How have you reorganized to compete?”
Answer… they haven’t.
Same business model… same revenue model… same marketing budget… same marketing plan… same mass-advertising… same local channels… same operations… same employees… same tasks… same sales process… same commission schedules… same service lines… same hours… same availability… same routines… same… same…same.
And they’re getting clobbered… why?
The second question, “So, what exactly are you offering your customers that they cannot get from the lizard?”
Silence…
Yes, it’s time for a change.
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