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GARY VAYNERCHUK
HOW SUCCESSFUL PEOPLE THINK
CONTENTS
3 LETTER FROM THE PRESIDENT
4 CURRENT INSURANCE MARKETING CONDITIONS
5 SWEAT THE SMALL STUFF
6 A HUGE WIN FOR COMMERCIAL GENERAL LIABILITY
7 INSURANCE AND GAMBLING
8 CREATING GRAVITY
12 HAPPY TO BE HEALTHY
Gretchen Rubin
14 HOW TO GET MORE REFERRALS
Tony Rubleski
16 STOP SERVING THE FEEDBACK SANDWICH
Adam Grant
20 GREAT IDEAS NEED GREAT IMPLEMENTATION
Jordan Belfort
22 SLOW MARKETING MOMENT:
Ann Handley
24 5 WAYS TO BUILD UP YOUR BUSINESS
Verne Harnish
25 MURPHY’S LAW OF INSURANCE
26 THE 5 MOST IMPORTANT FLEET SAFETY MANAGEMENT TIPS
27 THE MARIJUANA ISSUE AT WORK
LETTER FROM THE PRESIDENT
W
hen someone mentions to you that they are
speaking with their “Trusted Adviser,” what
professions automatically come to mind?
Accountants? Attorneys? Financial Advisers?
Did you think of your Insurance Agent/Broker?
Unfortunately for the insurance industry, it is too often the case
that we are not automatically looked at in the same light as other
Trusted Advisers. Luckily, things are changing rapidly in this
industry and many of us are embracing the Trusted Adviser role in
how we approach our customer interactions. Most insurance buyers
are looking for their insurance broker to be someone they can
collaborate with to reach their financial goals year after year.
Historically, many brokers were “reactive” in their interactions
with customers after the initial sale. Reactive to requests for
certificates of insurance, providing automobile ID cards and
responding to customer inquiries. We have shifted the relationship
to our customers from being reactive to proactive. This is a shift
from simply “protecting your assets” to proactively reaching out
with advice and questions during critical stages of the life of a
customer: acquiring/building a new building, updating auto fleets,
anticipated and actual midterm changes in payroll. We look to
get involved in company planning so that we can give input and
guidance on the effects of changes companies make to their risk
management programs as well as ongoing costs of insurance.
Failure to get brokers involved all along the way can result in costly
and catastrophic losses if they are left out of companies’ plans. This
shift from reactive insurance to proactive Trusted Adviser helps us
secure customer relationships and help our customers grow and
stay profitable.
In addition to being proactive in our relationships, we are also
aspiring to be transparent with our customer base. Most insurance
buyers are unaware of all the steps and processes that occur during
the policy year. We are proactively engaging and communicating
with our customers on a regular basis to keep them abreast of how
their insurance programs are progressing throughout the year. This
enables us to stay involved in our customers’ processes so that we
can react and give guidance all throughout the year.
For JGS Insurance, the change from reactive to proactive has helped
us secure our relationships with our customers and hopefully made
us a Trusted Adviser in your minds! We believe these changes have
helped us to once again be recognized as a finalist for “NJ Business
of the Year” by NJBIZ!
Thanks again for your continued support, and we look forward to
celebrating our 100-Year Anniversary with you in 2019!
Sincerely,
28 NEW JERSEY PAID SICK LEAVE ACT
30 WORDS OF WISDOM
Vinnie Hager, President
JGSINSURANCE.COM
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