The THiNK Blog

Developing a Client Driven Culture is something we live and breathe. After all, it is one of the 11 Maxims that drive the way we do business.

You may remember our previous post What it means to be Client Driven, where we highlighted two very important facets of a Client Driven business; one the ability to deliver on promises and two provide a high level of service to clients. Under promise and over deliver – Customer Service 101.  However, being client-driven is more than just a process or standard service – it is a frame of mind that should be present in all aspects of your business development model, to ensure ultimate client satisfaction. 

We are living in a world where consumers are highly knowledgeable and more empowered than ever – an age where information is at our fingertips and most customers have done extensive research on their purchase options well before dealing with any sales person. This has shaped what it means to have a client driven business to include more than just follow-through on commitments and providing clients with the level of service that they (rightfully) expect. Being client-driven is about anticipating the needs of your clients and honing your product or service to meet and exceed them. Being able to provide a solution to any current or future challenges, allows you to stay ahead of the curve as your industry grows and evolves around you.

So how can you stay ahead of the curve?

This is the first of a multi-part CEO Series, written by our new CEO, Raymond E. DiDonna. These are exciting times for LOGiQ³ and I am honored to have the opportunity to step in and lead this successful, growing company. As I thought about joining the team, I spent a lot of time thinking about the company I have gotten to know over the past couple of years as a joint venture partner, and quickly realized there are a few key things I love about LOGiQ³ that ultimately made the decision an easy one.

As you may know, the Canadian Life Insurance Industry can be complex and can have many, many layers! I know that when I first started working at LOGiQ³, I didn’t have a clue as to what went on in life insurance past the point of filling out an application with my advisor. The financial services industry alone can cover anything from banks to insurance companies to reinsurance administration to life advisors… you name it!

After a few months on the job and some behind-the-scenes work on APEXA, an industry-led compliance solution for Canadian Life Insurance advisors, MGAs and carriers, what I found was that there was a lack of thorough yet simple to understand information on the more complex layers that make up the Canadian life insurance industry, such as,

• Distribution Channels (Advisors, MGAs, AGA, Captive Agents),
• Brokers, Sub-Brokers,
• Carrier/Insurance Suppliers,
• Reinsurance,
• Retrocessionaires, and so on! 

Earlier this year, PricewaterhouseCoopers published a great study (2014 Sound Advice) outlining the different players in the Canadian life insurance industry, with one section focused primarily on the distribution model… and from that, in an effort to remove some layers of complexity, I’ve whipped up a great INFOGRAPHIC on the industry, specifically at the Distribution Level -  Advisor, MGA and AGA.