We recently received what may be the greatest compliment anyone could give us.
The compliment came from Reid Rasmussen (www.FreshBenies.com) in response to a recent blog post where we introduced our new name and the reasons why we chose the name we did. Reid wasn't complimenting the blog, but rather the actions it described.
@kevintrokey So you're not just telling brokers how to change business for the future? You're doing it yourself. That's credibility!— Reid Rasmussen (@ReidCRasmussen) March 9, 2013
There is nothing in which we take greater pride than leading by example. Hearing someone recognize and comment on that effort is infinitely rewarding. It makes all of the hard work worthwhile and energizes us to do more. And here's why it's most important of all: we know if we can do it, you can too.
It immediately reminded me of a conversation I had recently with an agency owner. During the conversation she was questioning if I truly believe an agency of her size is capable of surviving the current challenges facing our industry. My strong, definitive answer . . . . "Well, it depends." Okay, not very strong and definitely not definitive, but let me continue.
It depends on what business you decide you are committed to. If you are in the business of selling insurance, then at a certain size, you likely cannot survive (at least with the level of financial reward to which you have become accustomed).
However, if you define your business as one whose Purpose it is to make your clients more successful at what they do; if you see insurance as only one of many solutions to drive that success; if you see your greatest value is in your advice and consultation, then my answer changes dramatically. In that case, I will stand up and shout, "Yes you can survive! Not only can you survive, if you will change your business to one with that Purpose, your most successful days are ahead of you!!"
So, this agency owner, liking what she heard, but still not completely convinced, asked me another question. "Will businesses really take advice from a small "consulting" firm and pay for that advice and guidance?" My response, "We (BGN) have built our entire business on the fact that they will."
So sometimes, like for us, changing your business model is a matter of meeting changing customer demands. At other times, like in the face of major industry changes, it's a matter of survival. We know it can be done. We're doing it ourselves. And, like I said earlier, if we can do it, so can you.
Photo by woodleywonderworks.
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