Does demand drive innovation or does innovation create demand? Or is it possible that both are true? When I look at the landscape in our industry I see consumers looking for objectivity. They desire someone who will really and truly look out for their interests.
There are certain things that have a broad appeal to the consumer. For example, we’re all going to die some day, and because of this universal fact, the life insurance industry has created a way to provide for the survivors. When a life insurance salesman calls on a prospect, they can offer something that the customer needs. How much and what type of insurance, plus which company, are questions that need to be addressed. But what if the agent is a representative of just one company? What then? Is the customer really getting the very best product for their situation?