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Articulating Broker value

06 Dec 2016

In the latest addition to our White Papers section, we have a paper prepared by Insurance Age in conjunction with Zurich on the Future of Broking: Articulating the value of a broker.

Independent and knowledgeable; available to handle complex insurance needs and claims; provides an individual approach to customer service - using a broker should be a no-brainer.

But, there are plenty who don’t understand the broker difference. Customers are not aware that brokers act as the independent voice of the customer, have access to a wide range of products and can provide comprehensive support with claims.

This lack of awareness means even the Government-backed Money Advice Service has to define the advantages, saying that brokers can offer “great cover at a better price,” whether it’s for complex or run of the mill insurance.

In a crowded market, it’s not always easy to get the message out, particularly when brokers don’t have the marketing clout of direct insurers
or the price comparison sites. So, the challenge for brokers is how they can best articulate their value to their customers.

This is why Insurance Age, in association with Zurich, held a series of events with senior brokers to encourage open discussions and some fresh thinking in this area - this white paper reveals their conclusion, with a particular focus on:

–– Broker strengths - and overcoming weaknesses
–– Moving the decision away from price
–– Encouraging connected sales
–– Adding depth to strategy
–– Customer focus

 

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