Risk & Business Magazine JGS Insurance Magazine Winter 2018 | Page 3

9 feature 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 3