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Posted On Monday, 11 July 2022 19:47
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Conversation with my wife, Tami – 

Jason: “Can you give me a ride to the airport tomorrow?  I leave for Nashville at 9 AM to attend my National Speakers Association conference.  I’m really sad to not take the kids.  I’m so grateful for all those years we drove the motorhome cross country to NSA events enjoying them together.”

Tami: “Are you saying you already have your flight booked, paid for the hotel and convention?  And why aren’t you taking the 3 oldest children who have gone with you to this event every year since 2015?”

J: “Because it would be financially irresponsible right now, on the heels of the pandemic, and before this looming recession, to spend any more money while things have been coming back with my bookings.  We need to be frugal and careful, as I am getting booked more and more, it’s great but we are still needing to be smart with our money.”

T: “I agree, however, this may be the last summer they’ll ever want to go on the NSA conference trip, even if they just hang out in the hotel and don’t attend the events, possibly see their friends in the hallway and pool, just to be there with you & together having a memorable family moment.  Is there any way you can use your SkyMiles or other points to get them flights?”

J: “Flights are like $800 per person right now. I leave tomorrow! The hotel can only get me a room with one bed. Do you think they’re willing to sleep on the floor on air pads from our camping gear?”

T: “Honey, we have 2 summers left with Ella before she’s 18. Redford has 3. Romney has 4. I feel we should do anything we can to have them go with you. I say we book it now.”

2 hours later ~

Jason: “I just got off the phone with Delta.I was able to find unused companion certificates, old cancelled flights still honored, and they changed my flight to a redeye to get us all on the same plane together. It hardly cost anything more. We land in Nashville at 1:30 AM. Thank you for forcing the issue. I’m grateful we get to go do this together.”

Tami: “I’m thrilled you’re going together! They will never forget this, and neither will you! Nashville is their favorite place. Let’s go tell them and pack some survival snacks.”


The Promise to be frugal in times of uncertainty can lead to creativity of resources to still honor family traditions and make new memories. I am thankful for a wife who sees what I don’t, who pushes me to book it now even when I’m timid or afraid of the present while she looks to the future while remembering the promises of our past.

It is mid-summer.

The world continues to go through some really challenging times.

Maybe you’ve lost sight of The Promise you made to Family, or even to yourself, and hopefully there’s still some time left to spend time together before summer is over.

Who can you count on to help you see the big vision through the thick of it while you’re caught in the weeds?  

Thank you, Tami.

See you in Nashville, my friends.

Posted On Wednesday, 13 July 2022 00:00 Written by

Auto and home insurance bundles, umbrella policies, constant arguments about paying for healthcare (especially during a pandemic), and thousands of streaming and social commercial advertisements pushing different providers as being the best option for the average Joe and Jane. 

Yes, we are talking about insurance and its many pros and cons. But what Flo from Progressive, the Geico Gecko, and the ever-popular Jake from State Farm may not be able to tell you is where the insurance industry is heading.  And truth be told, you do not need them to do so — you can use your own Anticipatory mindset to decode the disruptions that will change the insurance industry from this point forward.

As a consumer, this general concept may strike fear into your heart — or, conversely, bring much-needed relief. It is no secret whatsoever that the consumer-facing side of the insurance sector is complicated, no matter how easy advertisements and salespeople try to convince individual consumers the process of obtaining insurance will be. Disruptions — and better yet, digital disruptions — that turn the insurance industry on its head are meant to ease the common pain points customers face.

And as an insurance professional or a business owner in the insurance industry, digital disruptions should bring you joy — your life will be easier, your customers will be happier, and most importantly, new doors will open to better opportunities to help the masses and scale your organization. However, those who fear these new digital disruptions do so because they feel them to be unpredictable and earth-shattering.

The Real Problem: Life Changes Drive Insurance Changes

Getting in front of any type of digital disruption is easy, as has been demonstrated by my Anticipatory Leader System. But those in the insurance industry, just as in all other industries, who do not embrace the principles of an Anticipatory mindset are frequently left to dread disruption and change.

One of my favorite principles from my Anticipatory Leader System is the Skip It Principle, because it is a straightforward way to start to peel the onion of an issue that shakes up your reality. With the Skip It Principle, we shift our focus from the perceived problem to the actual problem that a digital or other disruption introduces.

In the case of the insurance industry, the real problem is not that accelerated digital technology is transforming how we buy, sell, and implement insurance — it is the fact that change happens in life, period!

Think about that for a second: Insurance is an industry built on the very idea of constant, variable change. Unpredictable change is why we have insurance, is it not? Because we cannot literally use a crystal ball to see what is coming, we pay money to be covered if something goes wrong. The very concept of insurance is Anticipatory, in and of itself! So digital disruptions are not the problem here — the real problem is just a mindset issue.

Insurance agents and other professionals do not actually fear change in general, as the promise of change brings them business — but they do fear change that could disrupt them. Similarly, many customers of insurance fear change in the industry because they worry that these changes will make the process of acquiring insurance even more complex and convoluted, leaving them with lackluster coverage despite their best efforts and investments.

New Digital Disruptions Improving the Insurance Industry

As a business professional in insurance, it is your job to ease the minds of your customers — and, moreover, to follow through with ensuring that your promises of more efficient and accurate experiences with insurance hold true. To perform these tasks, you must use an Anticipatory mindset to identify exactly what digital disruptions are impacting the insurance industry going forward, and how they impact your customers.

Let’s identify a concept and an applicable disruptive digital technology that is transforming a multitude of industries already. This way, we can pre-solve any customer and organizational problems this technology will bring to the insurance industry and prepare for what is to come, just as you do for your clients in creating policies that anticipate and help them to meet their insurance needs.

Omni-Channel Claims Experience — I interviewed Richard Berkman of IBM’s retail technology about omni-channel intelligent commerce. The convergence of a business’s digital technology user experience and its customers’ experience in the physical world is not solely constrained to retail, as evidenced by the ways the principles of omni-channel intelligent commerce are impacting insurance providers and their consumers.

Creating an omni-channel claims experience with an insurance agent or agency means streamlining the interactions that follow an actual, physical incident, when the need to file an insurance claim arises. Everything sounds wonderful on paper when the risks discussed are purely theoretical, but when an incident occurs, the integration of the policy, the insurance agent, and the resolution following an incident must be as seamless as the customer’s experience buying a product online or in-person at a physical location.

There are several technologies already disrupting the likes of retail and service-based industries, designed to create connected and seamless experiences, both virtual and in-person. Disruptions in the insurance industry surrounding this concept are already under way, driven most notably by Internet of Things (IoT) applications and telematics.

Internet of Things (IoT) Risk Assessments — With edge computing, 5G connectivity, and the ability to process more and more data in real time, we are reaching a point in the insurance industry where we can adjust rates by the minute! For example, what was once simply a perk of having a tracker in your car measuring your driving habits and ultimately helping you lower your premiums by making you a safer driver is now finding its way in your home, place of business, and more.

The proactive way insurance companies are already using IoT applications in homes and commercial spaces, for instance, includes predicting when an issue is more likely to take place, like a pipe bursting or a fire starting. This technology alerts the customer of the elevated risk and enables him or her to actually prevent the incident from happening to have them avoid filing a claim for damage to begin with. Talk about pre-solving using anticipation!

Overall, the point of a seamless customer and insurance agency experience is found in a connected experience, whereas legacy systems and legacy mindsets of insurance agencies reflect a passive product that a customer is simply required by law to have. Now customers feel interactive with their insurance, and it removes the top-down emotions once commonplace in the industry.

What Might This Do For You as an Agent?

Naturally, with every digital disruption that improves the customer’s experience, there is the pertinent fear that your status quo will be upended — or, in some cases, eliminated completely. I’d love to tell you that this is not true, but it is a Hard Trend future certainty that you cannot avoid.

However, the beauty of anticipation is that you stay ahead of these disruptions and foresee many of the idiosyncrasies that can and likely will disrupt you as an agency owner or insurance representative. In this case, knowing that increased connectivity is causing the disruptions we discussed in this blog, what aspects of your operation can you pinpoint as likely to be transformed by IoT, edge computing, or autonomous technology that processes customer data?

Insurance, like every other industry in the commercial world, is a Both/And industry, meaning that legacy systems are not completely irrelevant in the wake of new, transformative technology, much as human beings will not be replaced by machines. The skills you have developed as a professional in the insurance industry are still extremely valid, and an Anticipatory mindset will teach you how to help them converge with the new systems and changes coming now and in the future.

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Many companies and their originators are dealing with the challenges of less loan volume. With refinance business about 20% of the volume it was last year and purchase volume down in many markets as well, there is simply less loan units to take through the process, which leads to the reality than many people are either making less money than they were last year, or they have people, salaries, and overhead that they no longer need or can afford.

We have seen tens of thousands of layoffs, some companies reduce locations, even a few just call it quits and either sell themselves off or just closed completely. None of this is a surprise when you see this type of volume reduction in such a short period of time, and those more heavily weighted on turning refinances have felt the most pain. However, that isn’t the end of the story. We do have to take a minute and see the big picture as to what do things cost in the mortgage industry?

What does it really cost to originate a loan? How many people are involved? What do they do? How much do they get paid to do it? What are those tasks worth in the context of the entire process? Are these functions paid for on a per file basis, or is it being done by a salaried person?

 Now is a great time to revisit and examine each role, each player, each job and function, and make a determination as to what is the cost of each task and have we allocated the proper resources to it? Are there people being paid too much for what their role is? Are their people not doing enough to earn the money they are receiving in compensation? Are their loan originators that don’t pay for their own assistants or turn over poor quality applications into processing but expect full commission on those files while the processor has to put everything together? Are there managers, area managers, regional managers, corporate staff and support that are not delivering true value for what they are being paid?

It’s time to have that discussion and realize that money isn’t falling from the sky, it must be earned! I welcome the discussion and if you have any questions or comments, it’s This email address is being protected from spambots. You need JavaScript enabled to view it. 

Posted On Monday, 11 July 2022 00:00 Written by

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