How Did We Get Here?
Let me start with a question…
Do you remember when gas stations used to pump your gas?
They checked your oil.
They cleaned your windshield.
Sometimes… they even checked your tire pressure.
And when you got on an airplane…
They served full meals.
Grocery stores bagged your groceries… and carried them to your car.
Banks knew your name.
Service… used to be everywhere
But something happened.
Price… took over.
There was an economic shift.
Consumers started making decisions based on price first…
and businesses adapted.
Full-service gas stations became self-serve.
Airlines removed meals.
Hotels now charge for things that used to be included.
Here’s the lesson…
Service didn’t disappear.
People just stopped being willing to pay extra for it.
So the companies that won figured something out:
Service has to be value-added… not price-added.
And that applies perfectly to our industry.
Because in insurance…
We live by price… and we die by price.
If the only thing the customer sees is price…
then price will always win.
So the real question is:
How do we add value during the sales process…
so price isn’t the only thing the customer sees?
Because when you add real value…
price becomes part of the conversation—
not the decision.
That’s where the Coaches Corner comes in.
Real-world… practical coaching.
Let’s dig in… and let’s get crackin’.