“Fresh checked every day.” “Save money, live better.” “Where shopping is a pleasure.” Recognize those slogans? Contrary to creative advertising, shopping for insurance is not like a trip to the grocery store. There’s no white box you can take off the shelf and pay for. In fact, if insurance were accurately represented, it would resemble the cereal aisle: hundreds of different colored boxes, flavors, brands, and options. Three...

I know you’re all sitting up late at night wondering how to explain the Risk Based Capital (RBC) score to your customers, so here we go! RBC is a score used by state regulators to determine if an insurance company has enough capital to support the policies it has issued. Capital is money in the bank, also known as surplus. Not only is the RBC analysis a warning system for regulators, the Office of Insurance Regulation (OIR) must take certain...

Call it a midlife crisis. You’ve glanced at your book of business in the mirror and it isn’t pretty. There’s a little more flab around the stomach than you’ve noticed before, a few more wrinkles around the eyes, and it just doesn’t spring out of bed in the morning like it used to. Face it – your book of business is getting old! According to Lexis Nexis, the median home age in the U.S. is 35 years. Another study by the University of...

Florida homeowners have a lot of choices for property insurance.  Using the OIR’s “Choices” tool, I modeled a $300,000 new construction home in Orange County and received a list of available companies.  Guess how many companies displayed?  27! Four of them were Tower Hill companies.  So how on earth – or specifically, how in the great state of Florida – do you explain and sell Tower Hill to your clients?  Who the heck is...

Your value proposition is your passion for the protection for your clients…in the wake of disaster, as well as in the face of calm.

Christmas carols on the radio… Don’t know about you…but, to me, the Christmas carols appear to have started playing 24 hours around the clock…around mid-October. The Halloween clearance aisles weren’t even clearance aisles, and the Christmas decorations were making their way to the department store floors. Every year, it seems like the holiday season is being advertised closer and closer to the closeout sales of our summer...