Why Total Cost of Risk Is the Missing Link in Marketing and Prospecting | Part - 2

Описание: The second segment of "Why Total Cost of Risk Is the Missing Link in Marketing and Prospecting" breaks down two powerful ideas that can change how you sell and how you retain accounts.

First, it explains where found money actually comes from in workers compensation. When a claim is reported to NCCI at one amount but later closes at a much lower amount, the experience mod can be overstated. If the mod is recalculated and corrected, carriers can issue premium refunds for prior policy periods. That refund becomes a measurable win you can share with your client and it creates real trust fast.

Second, the conversation shifts into why total cost of risk starts with better questions. Instead of leading with quotes and premiums, you ask what frustrates them, what claims disrupt operations, how much time their team spends on insurance issues, and how they measure safety. The goal is to uncover emotional and operational pressure points, then connect them to financial impact.

The key takeaway is simple. Producers who diagnose risk like a physician will win. Producers who only quote payroll and sales will get commoditized and replaced.
#totalcost #insurancesales #investing
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Video Chapters:
00:00 - Power Producer Shop Talk Intro
01:15 - Found Money and Aggravated Inequities
02:33 - The 10 Percent Revenue Pitch Warning
04:35 - Total Cost of Risk Questions That Win
08:30 - How Do You Measure Quality Productivity and Safety
11:50 - Think Like a Doctor Diagnose the Business
13:20 - The Ethan Story and Why Expertise Still Matters
15:10 - Avoid Getting Replaced by AI Ask Better Questions

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