Small is BEAUTIFUL…
[02.17.15]
but independence is the way to go!
By J.V. McCabe
Often in business, economies-of-scale mean that BIGGER is BETTER;
but this is not always the case especially when it comes to Professional Services
(including the brokering of insurance). Professional Service typically means getting
knee to knee with patients or clients. For years this has been the service model
clients have demanded for their accounting, health, legal and insurance needs.
As the insurance landscape continues to change, some Insurers are putting more
emphasis on their BRAND and less of a focus on the AGENT relationship.
While brand can be a tremendous influencer to get clients in the door, it is the relationship factor which keep them as
customers. A recent study found that “clients truly value the attention that comes from a local agent who can offer
specific advice and counsel – an agent who possesses a more intimate understanding of the local market , as well
as the client’s needs” (Top Broker Magazine Oct 2014 by Jeremy Bowler, Senior Director of J.D. Power)
Many clients are very inclined to rely on professional advice as the marketplace for insurance continues to offer choice
and confusion. The PROLINK Broker Network Inc. (PBN) is going in the opposite direction. In the past 7 years PBN has
established over 50 Independently Owned Brokerages which are highly oriented to the personal and small commercial
insurance marketplace.
Jim Dorey, a former blue-line bruiser with the Maple Leafs (1972-1978), partner of Dorey & Tolgyesi Insurance
Brokers Ltd. in Kingston, knows what it takes to build a successful brokerage. After all, he operated a
successful Allstate franchise for over 25 years before joining PBN in 2008:
“With personal insurance under constant (government) “reform” our customers are generally confused about their
options and know that they can come in and talk to Ernie, myself or Christine anytime. We’ve been at this for a
while and enjoy the many friendships the insurance industry has allowed us to create”.
Esther Kafka of Kafka Insurance Brokers Ltd. also formerly an Allstate agent in Windsor puts it this way:
“The relationships that I’m building as a broker are stronger than before. I am now in a position to give my clients
more options than ever. They view me as a trusted advisor and they are happy to introduce me to their friends and
family members. This is evidenced by the fact that my brokerage receives referrals on a daily basis. Yes, the hours
are long, but I’m doing what I love to do!”
Whether you are in Kingston or Windsor, customers certainly value the opportunity to engage the Principal Professional
as their advisor and advocate for insurance protection. Brian Mahon (Vice President of PBN) states: “PBN associates
are selected for their ability to own and manage their own business with lots of help from PBN. Agents or Brokers
receive a turnkey I.T. infrastructure with a wide range of support services. The headaches and obstacles previously
associated with establishing and running a small brokerage are significantly reduced. This leaves more time for
Brokers to do what they do best “develop and maintain relationships in a professional practice”.
Not only does PBN assist new brokerage startups with a virtual back office and appropriate Insurer contracts, but their
real value is helping their partners become truly Independent Brokerages with the many benefits associated with having
their name on the door.
At PBN we are promoting the “lost art” of relationships. Our (PBN) partners are re-establishing the significance of the
PROFESSIONAL by creating tremendous value to their clients. Few producers have both the talent and determination to
run their own Brokerage, but for those that do there is a pot of gold at the end of the rainbow.
Joe McCabe is the CEO of LMS PROLINK Ltd., and PROLINK BROKER NETWORK Inc.
For more information please visit www.PBNet.ca.