Effectively Communicate Your Capabilities

You Must be a Five Tool Player

Being a five-tool player is vital in the commercial insurance game, and the reason I’m writing this article today is because guess what? I blew it! I blew it. I have not done an excellent job in the marketplace of letting everybody know my full capabilities. See, I can go deep with anybody when it comes to workers’ compensation. I can drive a wedge and close a deal with the best of them. You want me to dive into an experience modification factor analysis? I can do that, and I can make the business case as to why you need to hire me on the spot. But here’s the problem: too many people are associating me right now with only understanding workers’ comp, and that’s bad. That’s bad for me, and it’s terrible for them because I feel like I bring value across the board, and I feel like they could use that value.

Refine Your Messaging

So here’s what I’m going to challenge you guys to do today. Pay attention as you build out your LinkedIn profiles and as you publish evergreen content. Focus as you have casual conversations with your peer group, or as you’re networking and talking with prospects. Don’t be afraid to let them know your full skillset. Don’t be scared to talk about cyber liability. Don’t be afraid to talk about why you would not want to have a monthly limit of indemnity on the business income of 1/12. Talk to them about all of the things that you know about, not in an obnoxious way; you don’t need to vomit insurance-speak all over the place, but you know what I’m saying.

Show that You are Diverse

Make sure they understand you’re well-rounded. Make sure that you’re not a one-trick pony. Because I think so many times we gravitate to what we’re most passionate about or what we’ve had the most success with, and as a result, we end up getting rusty in the other elements of our game. We end up missing out on opportunities because people don’t realize that, “Yeah, he does that too.” Take the next few days, really plan out a mission to make sure that everybody you come into contact with knows you’re a five-tool player and your full capabilities. And if you can do that, you’re going to kill it in commercial insurance.

Until next time: kill or get killed!

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