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Everyone Comes to the Obvious Eventually

June 30, 2009
Chris Garlasco, Owner & Managing Partner - Founders Insurance Group

Chris Garlasco, Owner & Managing Partner - Founders Insurance Group

When I am not up to my eyeballs in the thrilling world of insurance, I spend as much time as possible riding motorcycles all over America. One of my close riding friends, Brother James as he’s known in the biker world, has lots of little observations that I often find insightful and witty. One if his favorite’s is that “Everyone comes to the obvious eventually.”

For some time now, my managers, staff and myself have all been involved in what we call our “Value Proposition Project.” We were taking a hard look at defining what makes us as independent agents different than other sellers of insurance. As a direct result of the internet and unprecedented amounts of advertising, our thought is that our consumer’s buying habits are changing. The fact is that we need to be changing as well. Thus we began our search for a new value proposition. After many meetings, customer surveys, calls to our competitors and visits to the internet we arrived at a great revelation.

So, here it is; we have more insurance coverage knowledge than agents in the other distributions of selling. We offer coverage choices and recommendations from many companies. We recommend what is in the best interest for our customers before we choose price. In essence, we work for our customers, not the insurance companies. We are trusted advisors, not commodity sellers.

If you are reading this and you happen to be involved in the independent agency world, you know that after all of our work, we came to the same conclusion that everyone in our business has known for a long time. There are no new revelations here. Brother James was right, “Everyone comes to the obvious eventually,” and we sure did.

We realized that while we knew this all along, our customers didn’t. Our value proposition didn’t need to change; we just needed to live it! Like many of my fellow agents, we thought that we did, but we were wrong. We need to let our customers clearly know at every opportunity our value proposition. We need to communicate it in every phone call, every letter, on our web site and every advertisement. Our “800” number competition makes theirs well known, “fast and cheap.” I think ours is infinitely better.

It’s going to be an interesting and fun time at Founders over the next several months. Stay tuned for the updates!

Chris Garlasco

3 Comments leave one →
  1. June 30, 2009 2:29 pm


    This a great post. I work with a number of agencies that just don’t seem to get this. Makes me wonder if they will survive the rapidly changing insurance world.


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