Are You Replaceable?

A lot of insurance professionals and organizations are trying to determine their value, and there's one really vital question that they've got to be able to answer. I'll share that question and more on today's BizGrow. Hi there. This is Brent Kelly of Biz Grizz with another Biz Growl podcast. So how do you determine your value in the marketplace? In other words, why should someone pay for your services? Why would they choose you? My friend and business mentor Paul Martinelli states there are three questions to ask when determining your value. Number one, what is the need for your services in the marketplace? Number two, do you have the ability to do it? And finally, number three is, are you replaceable? Now, when it comes to selling and delivering insurance products and services, I would think that most of us would agree there is a need for insurance in the marketplace, right? I mean, some coverages are mandatory, like workers compensation and auto liability. I also think that most trained insurance professionals would agree that they have the ability to do it. I mean, if you're. If you're licensed to sell insurance products and you've been in the office for probably more than a day, with some training, you have the ability to go do it. It's the third question, however, where I want to focus my time and energy. On today's podcast, the question is, are you replaceable? See, insurance is looked as a commodity to many buyers today. Now, although insurance professionals would mainly agree, at least I hope so, that this is untrue, what do you do in your business that can't be done by someone else or something else, AKA technology? Now, although insurance companies, agencies, and producers all preach that they want to bring value to the market, can they explain it in a way the buyer can fully understand? Relate to? Let me get back to my original question. Are you replaceable? Let me ask it a different way. If you were gone tomorrow, what would your prospects, clients and partners not get that they are currently receiving today? Why would their lives be worse without you? Now, those questions may sound a bit strange, but the answers say a great deal about the value that you bring to the marketplace. Can you communicate effectively what it is that you do in a way that establishes you and your business as an irreplaceable value to those who could buy from you? I'll say that again. Can you communicate effectively what it is that you do in a way that establishes you and your business as an irreplaceable value to those who could buy from you? Now, if you haven't already done so, begin to make a list of all the things your clients would lose if they didn't have you as a business partner. Here's the kicker. You can't list anything that someone else is doing or can do. What do you do that is unique and irreplaceable in the market now? Several years ago I created a value proposition statement as an active insurance agent and while this came from my heart and it did describe the value I offered, it didn't do a good enough job in establishing myself irreplaceable to my clients. In fact, you can go to my blog, BrentMKelly.com and type in Value Proposition and you'll find it still there today. But now, today, as a full time speaker and a trainer and a coach, I must also answer the question Am I replaceable? Now, I want to provide you my answer to this because it's been something I've been working on and I don't say this to be arrogant or cocky or brash. I share this because I want you to begin to think about you Whether you're an insurance producer, whether you're insurance agency owner, whether you're a company underwriter, whether you're a company CEO. It doesn't matter. How are you different? How are you unique? What do you do that no one else in the marketplace can do? So here's my answer as a speaker, trainer and coach. There are many speakers, trainers and coaches, but very few who have 50 years of hands on insurance experience and are partnered with the number one leadership and development company, John Maxwell Team. I am fully equipped and resourced to create transformational change for insurance organizations through my passion, experience and ongoing mentorship with the world's top leadership faculty team. I design every program specifically for each company I work with to engage all participants and teams with a learning model that delivers exceptional results. When you work with me, you will gain clarity, communicate at a higher level and maximize your true potential. You will achieve your growth goals and face your challenges head on. You will see more than just results. You will experience transformation. Now again, I share this with you because these attributes I have found make me irreplaceable to any organization that hires me. I don't say to be brash, but only to highlight the importance of knowing and owning your value. Can you come up with a list or ideas or paragraph that tells your story of who you are, your organization? Spend some time today answering the question are you replaceable? Because once you know and own your value, no one can ever take it away from you. Hey, thanks for listening to my daily audio podcast the Biz Growl again. My name is Brent Kelly, and if you want to learn more about me and my services, please go to brentmkelly.com that's brentmkelly.com I would love to connect with you there.