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Insurance broking

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6 07, 2017

Survey says insurance brokers amongst least trusted – don’t let perception become reality

Survey says insurance brokers amongst least trusted – don’t let perception becomes reality
New research has shown that just 10% of Australians regard insurance brokers as highly ethical and honest.

This places brokers as the fourth least trusted profession only ahead of car salesman, advertising workers and real estate agents.

Whether you agree […]

12 04, 2017

The Vero Report 2017: Nothing’s new – and that is reason for concern!

The latest Vero SME Insurance Index highlights a deterioration in broker usage by SMEs from 40% in 2013 to 31% in 2016.

The report states “this decline is a surprise for many in the insurance broking industry.” But should it be?

The cause of this decline hasn’t surfaced in the past 12 […]

17 03, 2017

Is insurance broking really about relationships ?

Relationships will always be important, but is there more to it than that? For many years sales organisations have measured client satisfaction to establish if the actions of their sales and service teams are hitting the mark. They even pay third party providers to supply reams of data on it.
But […]

22 12, 2016

WILL INSURANCE BROKING SUFFER ITS OWN ‘KODAK MOMENT’?

Helping businesses to grow through their people
Firstly, we need to be clear about one thing: As Bill Fischer said in Forbes magazine “There are no ‘Kodak moments’… but there are Kodak decades.”

Disruption seldom if ever happens overnight, like some alien space craft entering the stratosphere. It’s generally in plain sight […]

24 11, 2016

How do insurance broking businesses know their team can deliver on the ‘advice model’?

Helping businesses to grow through their people
So much of the commentary around the relevance of the industry into the future centres on the ‘advice model’.

With disrupters, direct market players and changing buyer habits, the pundits would suggest the relevance of brokers into the future hinges on their ability to uncover […]

27 10, 2016

INACTIVITY, NOT DISRUPTION, WILL HURT INSURANCE BROKERS!

We’re seeing commentators from all segments of the industry calling for change, principally around technology and the advice model.

Robust research from many quarters shows a shift in buying behavior: people will typically research their needs online, but still want to speak to a real person to move them toward a […]

29 09, 2016

HAVE INSURANCE BROKERS CREATED A ‘PRICE MONSTER’?

Over the past month I have been working with people from both sides of the insurance industry, underwriting and broking.

I posed the question; has broking or indeed the industry created ‘a price monster’: the client?

I recounted quotes from brokers seen in the insurance press, particularly around SME “for these clients it’s […]

10 08, 2016

BROKER SALES CAPABILITY ASSESSMENT – DEMO (VIDEO)

Click here or below to watch the demo video.

Being a successful sales organisation is about understanding your holistic capability as a business to support your growth objectives.

This should be the first step before embarking on any organisational or individual improvement program.

Our online assessment tools look at organisational structure and readiness […]

10 08, 2016

CHECK OUT OUR eLEARNING VIDEO

Click here or below to watch a demo video.

Let’s face it. Some e-Learning courses can test the user’s power of concentration flicking from screen to screen answering dry, multiple choice questions. We provide an interactive, collaborative and entertaining e-Learning experience allowing learners to dive deep if they wish, find […]

9 08, 2016

CAN YOU TEACH PERSISTENCE IN SALES PEOPLE?

Without doubt, persistence is one of the most necessary attributes in any good sales person.

But can you teach persistence? Most say you have to have a thick skin to be in sales, so perhaps not… or can you?

Training people in processes that work, coaching them around application and how sales […]