If you’re considering looking at Zywave you have to really look at as a multi facet organizational thing. What’s important to me as an agency, am I really interested in risk management? Am I interested in what my clients need. I hear it all the time. I talk to other associates who are like, “Well, my clients aren’t asking for it.” But the bad time to know when your clients need it is at usually a time of a loss or something bad had happened. That’s not a time where you want to be able to say, oh I can’t offer that to you now. That’s the area where I look at it as a lot of times those are more reactive services versus being more on the proactive side of investing in the future of what your clients really need.
Some of the biggest challenges I think we face everyday is, one, getting into accounts. Being able to talk to them about some of your value addeds. The word value added I think sometimes is a cliché word that we use too much because what is value? It’s a tough thing to really identify and quantify. That’s where we try to really talk more about specific details within maybe some of the products that we can show a quantitative piece to bring value to them. There’s that word, right. We say value and that’s what everybody says in our industry. What we try to do is focus on two or three things that maybe are specific to that client from broker briefcase or something in HR connection. Find out really what the client wants early on in the process, that first meeting.
One of the things that we use is we have a tool kit. We go through and for different industries so a lot of our producers are segmented into silos. What we have done is gone through and created a tool box for them, whether it’s a safety manual, OSHA top hit list. All the different variations that are within there. Touch on some of the HR common practices for different segments. That’s been very helpful for us to be able to show that, you have to dangle that carrot at the first time that you’re meeting a client because you have to try to … You only have five or ten minutes to probably win them over. Should I look at quoting with you or not?
That’s one of the things that we try to show all those values at the beginning and what we can bring as an agency. That’s been helpful. Such is we’re only five years young. We don’t have a name brand recognition. We’re not a household name that’s been around so people are like, who are you? Then you have to really show people here’s what our suite of operations can do for you and go from there.