For property & casualty insurance agents and brokers, helping clients choose the right insurance plan is about more than finding the lowest cost option. In fact, a new survey from Chubb, finds 80% of respondents said that agents and brokers should prioritize getting the right insurance policies for protection over getting the lowest price. Furthermore, 54% of successful families and individuals surveyed said that agents and brokers actually lose credibility when they lead with the lowest cost option.

Independent agents/broker uniquely positioned

"Insurance can be very complex, especially for those that are financially successful and have a number of valuable assets that are in need of customized strategies to ensure they are properly protected from a range of unanticipated, adverse events," according to Mary Parsons, executive vice president, sales and distribution leader, of Chubb Personal Risk Services.  "One size does not fit all, and independent agents and brokers are uniquely positioned to help clients make sense of all the information available online, so that they can choose the right coverages, with peace of mind." According to Chubb's research, successful individuals and their families are the most likely to browse home insurance offerings online, with 69% and 73% reporting that they have or plan to do so, respectively — the most of any income groups.

Benefits of talking to a real person

Of all respondents, 35% cited saving time as the top reason for purchasing insurance online.  The report also highlighted some advantages of working with agents and brokers as part of the process, with 67% highlighting the advice they receive on how to protect one's home, and 64% acknowledging the benefits of being able to talk to a real person in the event of a claim. In today's digital economy, consumers  are researching and shopping online for insurance more than ever, fundamentally changing their purchasing journey. They are also targeted by other insurance agents and carriers, who are trying to turn this highly coveted segment into customers of their own.

Useful strategies & tactics

In the slideshow above, you'll find powerful strategies and tactics that can be implemented today to take advantage of the opportunities presented by your clients' new purchasing journeys. Related:

• The insurance shopping habits of millennials, Gen Z: 5 takeaways
• The benefits of buying business insurance online
• Today's insurance customers seek ease, savings and timeliness