Stop Reacting to Losses.
Start Preventing Them.
P&C insurance isn't about claims management—it's about risk engineering. You help clients prevent losses before they happen. That's where the real value lives.
Most P&C Brokers Compete On Price.
You Should Compete On Prevention.
🔴 Price-Based Competition
- • Commodity business
- • Clients shop on quotes alone
- • Switching is easy
- • You lose to cheaper competitors
🟢 Prevention-Based Competition
- • Strategic partnership
- • Clients value your expertise
- • Switching means finding a new advisor
- • You win on relationships and results
📈 Competitive Advantage
- • You show ROI, not just premium
- • Clients can measure your value
- • You attract better accounts
- • You can charge for expertise, not just placement
Position Yourself As A Risk Engineer
Start With A Risk Audit
Don't quote their current coverage. Analyze their actual risks. What could hurt them most? What claims are they most likely to face? Where are their gaps? This conversation positions you as a strategist, not a vendor.
Show Loss Prevention Recommendations
"Your facility has three slip-and-fall risk areas. Here's what we recommend: better lighting, non-slip flooring, clear signage. That will reduce your exposure and potentially lower your premium by $X."
Present Coverage As Investment In Prevention
"Your insurance cost is $50K/year. But with proper coverage and loss prevention, you avoid potential $500K claims. You're not spending on insurance—you're investing in business continuity."
Measure And Report On Results
Track their claims history. Show year-over-year improvements. "Over three years, you've had 30% fewer claims. Your experience is getting better. That's why your premium is stable even as competitors' rates are rising."
How To Position Your Value
For Your Initial Pitch
"We don't just place insurance. We audit your risks, identify where you're exposed, recommend changes to prevent claims, and then ensure you have the coverage that actually protects what matters. We measure success by how few claims you file, not how many we process."
For Your Proposals
"Based on our audit, here are three risks that concern us: [specific scenarios]. Here's our recommendation to address each one: [specific actions]. And here's the coverage that protects you if prevention fails: [specific policies]. This combination reduces your exposure by X% and protects your business."
For Renewal Conversations
"Let's review your claims over the past year. Here's what we're seeing: [trends]. Here's how you're trending compared to industry benchmarks: [comparison]. Here's what we recommend changing to reduce future exposure: [recommendations]. And here's your updated coverage for the year ahead."
For Client Testimonials
"Our broker helped us prevent $XXX,XXX in losses by identifying risks we didn't even know we had. She's not just our insurance person—she's our risk advisor. We trust her guidance."
Metrics That Matter
Track For Yourself
- • Claims frequency (goal: decreasing)
- • Claims severity (goal: reducing)
- • Premium increases vs. industry trends
- • Account retention rate
- • Client satisfaction scores
Share With Clients
- • Year-over-year claims reduction
- • Risk prevention ROI
- • Premium stability despite industry trends
- • Claims processed without dispute
- • Loss ratio improvement
Stop Selling Insurance. Start Selling Risk Prevention.
Let's build messaging that positions you as the expert who prevents losses—not just covers them.
Schedule A Strategy Call