How Technology WILL Change Your Business
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Exponential Organizations
How Technology WILL Change Your Business
CONTENTS
Letter From the COO 5
News & Events 6
What’ s Going on at Bowen, Miclette & Britt
Workers Compensation 7
Controlling Your Premium
Daily“ Adrenaline” Meeting 9
Sticking to Your Agenda
Why Are You Here? 12
The Simple Story That is Missing From Your Marketing
What’ s the Prospect Really Saying? 14
Look Past the“ Buying Signals” and Ask More Questions
3 Digital Marketing Tips 20
Be Successful in 2016
Big Mistakes Interviewers Make 22
Learn How to Avoid Them
7 Ways Your Ego Will Be Tested in Sales 24
Overcoming Sales Challenges
The Easy Way 27
The Philosophy of Benefits and Risk Management
Mission, Purpose & Vision Statements 28
What’ s the Difference?
Strategic Insurance 31
For Wealthy Individuals welcome to The Risk Manager
Hello and welcome to the first issue of BMB’ s The Risk
Manager Magazine. Our first publication could not come at a more turbulent time for the insurance industry given market conditions, carrier consolidations and recent re-organization announcements from several publicly traded companies. There is significant capacity in the commercial insurance arena which is creating competition and driving prices down for many consumers. Locally in Texas, and more specifically in Houston where we are headquartered, oil prices have created a strong headwind for the energy sector while other industries continue to thrive. The end result is a challenging but opportunistic environment for our clients where the focus falls squarely on consistent service delivery, breadth of product and reducing cost. At BMB, we pride ourselves on anticipating the changing landscape and feel strongly there’ s no better time to differentiate ourselves from the competition and create value for our insurance and risk management clients.
For more than 35 years BMB has provided our clients a commitment to excellence, innovation and service. Our largeagency capabilities allow us to leverage talent and technology enabling us to deliver world-class products and services to our clients while maintaining small-agency values. The clients we serve span a broad range of industries including construction, energy, manufacturing, transportation, real estate, professional services and marine and we provide custom insurance products to help our clients navigate the increasingly complex world of insurance and risk management.
Through this publication, we want to help keep our readers updated on the latest market changes, trends, and products. By staying on the forefront, we are able shape change and drive the industry to organize around the needs of our clients rather than reacting to issues after they’ ve already emerged.
In this issue, we focus on workers compensation, our philosophy regarding risk management, and how high-income individuals can mitigate their risks, among other topics. We hope you find something helpful, and look forward to your thoughts.
Thank you,
Paul M. Cerone, COO Bowen, Miclette & Britt Insurance Agency
www. bmbinc. com
SPRING 2016 5