Signing on with Zywave was a “no-brainer” for Axis, because Sales Director Mike Smith had already used the product at a former brokerage. “We sell pretty vanilla [insurance] products, so it’s hard to differentiate,” Mike said. “Broker Briefcase makes it easy to bring that extra value to clients.
When Mike shared his brokerage’s story just 8 months after purchasing Broker Briefcase, they had already recouped their invesment. Additionally, Broker Briefcase has helped save their clients thousands by delivering vital standards, policies and handbooks. Here are just a few examples he shared of their success:
On the commercial side, producers are often faced with quoting business in an unfamiliar industry. “With the Risk Summaries in Broker Briefcase, a producer can quickly ‘bone up’ on an industry, to go in and look like you really know what you’re talking about,” said Mike. “One of our producers went into a yacht club that operates a private marina. He didn’t really know the risks involved, so he used the Risk Summary to get up to speed, know the right questions to ask. He brought out content that spoke to the appropriate risks and came back with the business.”
Another favorite prospecting resource is the Services Portfolio, which highlights some of the most impactful content available for a particular industry or topic. Mike’s colleagues used that piece to become the preferred broker of an independent schools association, with multiple locations to start and the potential for many more. All told with new business brought in just in the past 8 months, Mike estimated they’ve already gotten over a 300% return on their Broker Briefcase investment.
“I had a biotech client who wanted to increase the limits on their D&O policy, and the underwriters wanted to see all their workplace policies. The client thought they’d need to hire someone to write it all, but we sent over the Safety Manual and policies, saving them thousands of dollars.”
He shared a similar story about one of their largest accounts, a logistics firm. They had a meeting looming with their underwriters, who were coming onsite to check in. “I sent them the Motor Carrier Safety Toolkit and the clients nearly fell off their chairs! They were elated – and this is a $500K account we’re talking about.”
He also talked about his blue collar clients, who are required by OH&S to have monthly safety meetings and document them. “We put them on ‘set it and forget it’ monthly campaigns that send safety resources and talking points for these meetings, so they don’t have to worry about it.”