PRICE?

1. Choosing an Insurance Broker DOES IT ALL BOIL DOWN TO PRICE? JRP CAPITAL RISK

2. YES Generally Speaking, JRP CAPITAL RISK

3. WHY? JRP CAPITAL RISK

4. ~Operantly Conditioned into a State of General Indifference ~ Service Has Been Marginalized by Process ~ Loss of Qualitative Value-added Leads to Quantitative Shopping ~ Quantitative Analysis = Commodity Shopping ~ Commodities are Price Driven Risk Management Community JRP CAPITAL RISK

5. The Brokerage Community YOU REAP WHAT YOU SOW JRP CAPITAL RISK

6. Client Expectations What is a Broker Supposed to Do? ~ Provide Meals and Play Golf? ~ Consultative? ~Transactional? JRP CAPITAL RISK

7. There are Types of Brokers Now Populating the Landscape JRP CAPITAL RISK

8. TYPE1 The Institutional Broker JRP CAPITAL RISK

9. ~ RESULT De-Personalization Institutional Characteristics ~Job Segmentation Finders – Meals & Golf Minders - Consultative & Binders - Transactional JRP CAPITAL RISK

10. TYPE2 The “Eat What You Kill” Broker JRP CAPITAL RISK

11. “Eat What You Kill” Characteristics ~Producer is King of the Hill ~“Back Room” relegated to Service Oblivion ~Business Can Be a Revolving Door as Focus on the Rainmaker Erodes Commitment to Quality Service JRP CAPITAL RISK

12. TYPE 3 The Traditionalist Broker JRP CAPITAL RISK

13. Traditional Characteristics ~Re-birth of traditional values ~Client Focused ~Delivery of Services By Way of a Team Approach ~Reward Production and Service Equally ~Focus on Account Retention By Way of Providing Superior Service JRP CAPITAL RISK

14. Why Does It Seem To Be All About PRICE?Process Has Lowered Buyer Expectations JRP CAPITAL RISK

15. ___________________ = Dumbing Down JRP CAPITAL RISK

16. DumbingDown ~ Marginalizes Subjective Qualities ~Creates an Environment Wherein the Focus is on Price JRP CAPITAL RISK

17. The Discerning Buyer Should Know the Difference ~Intellectual Capital ~ 24/7 Mentality ~ Commitment to Excellence ~ Selflessness JRP CAPITAL RISK

18. The Discerning Buyer Should Pay for Quality JRP CAPITAL RISK