Win the Journey
Agent Marketing Center

Win the New Journey

Successful families and individuals are researching and shopping online for insurance more than ever, fundamentally changing their purchasing journeys. With powerful strategies and resources from Chubb, you can take advantage of this shift and set yourself apart in today’s competitive environment.

The changing client journey

In today’s digital economy, consumers engage with and buy products and services online on a daily basis. Successful families and individuals are no different. With so much information on insurance readily available to them or marketed to them by carriers and agents, your clients and prospective clients may feel more informed and be more price-centric when calling you about their insurance needs. However, they are looking for your expertise to understand why their needs are unique and therefore require unique offerings. This presents as an excellent opportunity to grow your business.

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The changing client journey

Discover what our research showed about clients’ purchasing journeys – and why they’re not what we thought.

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The opportunity

Listen to Paul Reilly, president of Reilly Training, discuss client insight techniques to turn disruption into sales opportunities. 

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Redefine value

Consider this value equation and ways to increase overall value on your clients’ terms. 

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Simplify the complex

Discover the right questions to ask clients so they can uncover their more complex needs.

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Focus long term

Discover how to help your clients focus on long-term strategies.

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Set yourself apart

Learn how to differentiate your offering and reinforce the value you deliver.

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Resources

The following powerful resources and tools can help you grow and retain your business by winning within clients’ new purchasing journeys.

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You and your colleagues can take advantage of changes in clients’ purchasing behaviors by learning new ways to win the journey.
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Facilitator’s Guide

A train-the-trainer guide to successfully facilitate the "Win the New Journeyʺ workshop, including instructions for each segment
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Powerpoint Presentation

Complete presentation, including videos, to train your colleagues and win more business

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Research and Strategy Guide

Key findings and strategies for winning the journey of insuring successful individuals and families

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Quick Reference Guide

An at-a-glance version of our research and strategy guide

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Value > Price Flyer

Redefine value in your clients’ terms by helping them think about value in broader terms

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Webinar: Strategies to Win the New Journey

Learn actionable, value-added strategies you can use to win clients and prospects in the evolving purchasing journeys.

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Recent Articles
Deloitte Insights
Who’s buying your pricing strategy?
Pricing products and services is a tricky business: Strategies based on utilitarian logic can fail in the face of the irrational ways humans often perceive value.

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Stanford Business
How a Wine's Price Tag Affect Its Taste
A study shows that cost doesn't merely interfere with perceived quality, it actually affects real quality.

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MoneyNation
The Hidden Cost of Cheap
With over 38 million Americans living hand to mouth, finding cost savings can seem all-important. But cheap products often have hidden costs.

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Forbes
5 Behavioral Economics Principles
Understanding the consumer psyche and the irrationality of the human decision-making process is key to developing winning value propositions.

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Reilly Training
Why Buyers Think Your Price Is Too High
Your value-added solution is the result of years of struggle, growth, and enhancement. Instead of discounting your solution, educate the buyer.

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How to Sell Your Personal Value
When you're trying to differentiate your total solution, don't focus on the most commoditized aspect of the solution; focus on the unique aspects of your value-added solution. 

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Reilly Training
Price Objections: Opportunity or Excuse?
Have you ever asked a salesperson for a discount just to see if you would get it?

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The #1 Thing Buyers Expect From Salespeople
Knowledgeable expertise is critical in a value-added sale. Our best practices study indicates it is the number-one attribute customers look for in a salesperson.

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The Best Offense is a Good Defense
Knowledgeable expertise is critical in a value-added sale. Our best practices study indicates it is the number-one attribute customers look for in a salesperson.

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There Is No Such Thing as an Apples-to-Apples Sale
Price shoppers use value-stripping to gain price concessions by sellers.

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The High Cost of Cheap Prices
Cheap prices seduce and delude. They scream as Sirens to price-sensitive shoppers and delude them into believing they are getting great deals because of the cheap prices.

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Grow With Us

Agents and brokers are vital to Chubb’s success. To help you grow faster and more efficiently, we’ve created resource centers, tools, and programming you can use, and are actively investing in research and partnering with industry experts to share with you the best ways to understand and work with successful families and individuals.

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