TCOR: Building a Value Proposition

Total Cost of Risk (TCOR) is becoming one of the most important acronyms of the 21st century for agents and brokers. We at C. R. Ekern & Company are pleased to be the developer of the Total Cost of Risk strategy for middle market agents and brokers.

Total Cost of Risk (TCOR) is becoming one of the most important acronyms of the 21st century for agents and brokers. We at C. R. Ekern & Company are pleased to be the developer of the Total Cost of Risk strategy for middle market agents and brokers.

Like any great concept, Total Cost of Risk (TCOR) is now being trampled on by a number of ill informed agents, brokers, and sales training consultants. Why? This is due to the fact that the language of TCOR can be easily replicated. Unfortunately, the results can’t. Without the ability to quantify and replicate a value proposition, TCOR is simply sales buzz, not the consulting tool it was intended to be.

To that end, we have just released an important whitepaper that discusses how you and your firm can better understand how to use TCOR to demonstrate your value to clients.

-Rob Ekern

For more information on how to quantify TCOR, manage projects, build a value proposition, and consistently deliver stewardship reports and new business presentations to your customers, check out the Major Account Development System (MADS), an on-line consultative broker's toolkit. Available now!

Ready to learn more about Consultative Brokerage Sales Training? Visit the Consultative Brokerage Academy.

To learn more about C.R. Ekern & Company, please visit our website

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