Future of broking: Articulating the value of a broker

Independent and knowledgeable; available to handle complex insurance needs and claims; provides an individual approach to customer service - using a broker should be a no-brainer.

But, there are plenty who don’t understand the broker difference. Customers are not aware that brokers act as the independent voice of the customer, have access to a wide range of products and can provide comprehensive support with claims.

In a crowded market, it’s not always easy to get the message out, particularly when brokers don’t have the marketing clout of direct insurers or the price comparison sites. So, the challenge for brokers is how they can best articulate their value to their customers.

This is why Insurance Age, in association with Zurich, held a series of events with senior brokers to encourage open discussions and some fresh thinking in this area - this whitepaper reveals their conclusion, with a particular focus on:

• Broker strengths - and overcoming weaknesses.
• Moving the decision away from price.
• Encouraging connected sales.
• Adding depth to strategy.
• Customer focus.