For several years, we’ve thought about writing a book—a book that embodies our passion for the work that we do, the people we serve and the industry we care so deeply about.
Over the course of our careers, we have witnessed monumental change within the business world as it relates to both selling and servicing—and now we’re seeing that same changing landscape
apply to the broader insurance industry. The world that we entered fresh out of college has been transformed—and our servicing and sales processes need to adjust with it.
Five years ago, we were fortunate enough to cross paths during our work at SAVO (Jason as CEO) and at Marsh (Don as President of Global Sales). Through these early conversations, we discovered
a shared passion for sales, coupled with insatiable intellectual curiosity and a real desire for personal and business improvement. We have been close colleagues ever since.
About a year ago, we made the exciting, yet overwhelming, decision to write a book. A book that would act as a strategic guide to help insurance leaders weather the seismic market changes ahead and better understand how to sell, service and operate in the new digital landscape.
As you can imagine, putting all this into words was no simple task. And it was a task made even more arduous with the COVID-19 pandemic, which—like for many of you—caused significant upheaval in both our personal and professional lives.
While many questions remain about the long-term impact of the coronavirus, we’ve amended the book to include relevant insight where possible to help you and your brokerage navigate this crisis, while keeping a focus on the major market disruptions already at our feet.
The digital disruption is here, and it has brought with it the need for a Sales Revolution. How you respond is now up to you. We hope this book will help.