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