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The Problem With "Let Me Get You A Quote"

Sep 29, 2026 · 1 hr 5 min · 12 segments

“Let me get you a quote.” Insurance agents say it every day. Shane, Tonya, and Mike talk about how the insurance industry became so focused on quoting, why agents should change the conversation…

“Let me get you a quote.” Insurance agents say it every day. Shane, Tonya, and Mike talk about how the insurance industry became so focused on quoting, why agents should change the conversation. Because your value isn’t in producing a number. It’s in the expertise, advice, and relationship behind it. Learn more at IntegraPartnerNetwork.com.

“Let me get you a quote.” Insurance agents say it every day. Shane, Tonya, and Mike talk about how the insurance industry became so focused on quoting, why agents should change the conversation…

Speakers: Shane TatumHostTonya LiedHostMike BoeslHost

Top entities: Buffalo Bills×6 Attitude×5 Florida×4 WGN-TV×5 Houston×4

Why Insurance Became a Quoting Business0:32 – 4:48

T

0:32

I want to present a scenario to you guys today and see if this has ever happened to you.

T

0:39

Okay? So you make an appointment with your attorney and or an attorney.

T

0:48

You go in, you share with them what you're wanting to discuss.

T

0:55

And then at the end of it, the attorney says, let me get you a quote.

T

1:07

Has this ever happened to either one of you?

M

1:11

Not yet.

M

1:13

I don't have a ton of experience with lawyers.

M

1:20

But no.

T

1:22

No.

T

1:23

Okay.

T

1:23

So we go to our CPA.

T

1:25

We talk to our CPA about this is what I'm wanting to do.

T

1:29

This is what I need.

T

1:31

I'm wanting to set up a new entity.

T

1:35

I am wanting to do my payroll for the year.

T

1:40

And he says, got your information.

T

1:42

I'm going to get you a quote and get back.

T

1:47

Does this happen? Because I've never had this happen.

S

Shane TatumHost

1:50

No. No.

T

1:52

So why is we, as insurance agents who protect people's most valuable assets, why is that what we do?

S

Shane TatumHost

2:05

Well, unfortunately, we have allowed the normalization of billion-dollar ad spending to move us down this path.

S

Shane TatumHost

2:17

of commoditization and, um, you know, we've been, we've allowed that to happen.

S

Shane TatumHost

2:23

You know, we've allowed the quoting atmosphere to overtake us and we've, you know, the consumers changed, you know, let me get you a quote.

S

Shane TatumHost

2:33

Can I get you a quote? Can you get me a quote? Uh, all these different time, time, all these different realities that, Multiple billion dollar a year ad campaigns.

S

Shane TatumHost

2:49

That's the why, in my opinion.

Buffalo BillsSports TeamAmerican football team
99%6 mentions
AttitudeEntity
97%5 mentions
FloridaAdministrative AreaUS state
94%4 mentions
WGN-TVTV ChannelTelevision station
92%5 mentions
HoustonCityCity in Texas
90%4 mentions
Josh AllenPersonBuffalo Bills quarterback
88%3 mentions
LSU Tigers footballSports TeamFootball team
85%4 mentions
LouisianaAdministrative AreaUS state
83%5 mentions
Sports fandomEntity
81%1 mention
John WoodenPersonAmerican basketball coach
78%3 mentions
Chicago CubsSports TeamBaseball team
76%4 mentions
Certified Public AccountantEntityJob title
74%4 mentions
PensacolaCityCity in Florida
72%3 mentions
Cincinnati BengalsSports TeamAmerican football team
69%2 mentions
Dallas CowboysSports TeamAmerican football team
67%2 mentions
Artificial intelligenceEntityProfessional field
65%2 mentions
Jerry SpringerPersonAmerican broadcaster and television host
63%3 mentions
The Fresh Prince of Bel-AirTV SeriesAmerican sitcom
60%1 mention
DallasCityCity in Texas
58%3 mentions
TBSEntityCable network
56%1 mention
Merriam-WebsterCompanyPublishing company
53%1 mention
Watergate scandalEvent
51%1 mention
AntarcticaContinentContinent
49%1 mention
Atlanta BravesSports TeamBaseball team
47%1 mention
East TexasPlaceRegion
44%1 mention
BuffaloCityCity in New York State
42%1 mention
TexasAdministrative AreaUS state
40%2 mentions
ChristmasEntityFestival
38%1 mention
WashingtonCityCapital of the United States of America
35%1 mention
Texas A&M Aggies footballSports TeamAmerican football team
33%2 mentions
Ole Miss Rebels footballSports TeamFootball team
31%1 mention
IndiaCountryCountry in South Asia
27%1 mention
United StatesCountryCountry in North America
27%1 mention
Harvard UniversityCollege or UniversityPrivate university in Cambridge, Massachusetts
23%1 mention
Yale UniversityCollege or UniversityPrivate university in New Haven, Connecticut
23%1 mention
New Orleans SaintsSports TeamAmerican football team
19%1 mention
Arizona DiamondbacksSports TeamBaseball team
17%1 mention
EuropeContinentContinent
15%1 mention
Dallas-Fort Worth metroplexEntityRegion in Texas
13%1 mention
Jaxon Smith-NjigbaPersonSeattle Seahawks wide receiver
10%1 mention
Amazon.comCompanyMultinational conglomerate company
8%2 mentions
GEICOCompanyInsurance company
6%1 mention
Kraft FoodsCompanyFood manufacturing company
3%1 mention
WalmartCompanyRetailer corporation
1%1 mention

InsuranceFinance
InsuranceBusiness
MarketingBusiness
Consultative Client ServiceBusiness > Insurance > Insurance Agencies
Replacing Quotes with RecommendationsBusiness > Insurance > Insurance Agencies > Consultative Client Service
Differentiation StrategyBusiness > Marketing > Professional Services Marketing
Combating Insurance CommoditizationBusiness > Marketing > Professional Services Marketing > Differentiation Strategy
Price Shopping and Comparative RatingFinance > Insurance > Insurance Distribution
Quote-Driven Personal Lines SalesFinance > Insurance > Insurance Distribution > Price Shopping and Comparative Rating
Professional Client RelationshipsRelationships > Business Relationships
Trusted Referral NetworksRelationships > Business Relationships > Professional Client Relationships
Full-Time Agent-Client PartnershipsRelationships > Business Relationships > Professional Client Relationships > Trusted Referral Networks
Agency Culture TransformationPersonal Development > Leadership > Organizational Change
Adopting Relationship-Based Insurance PracticesPersonal Development > Leadership > Organizational Change > Agency Culture Transformation
LeadershipPersonal Development
Insurance AgenciesBusiness > Insurance
Insurance DistributionFinance > Insurance
Organizational ChangePersonal Development > Leadership
Business RelationshipsRelationships
Personal Development
Business
Finance
Relationships
Professional Services MarketingBusiness > Marketing

Why Insurance Became a Quoting Business0:32 – 4:48

T

0:32

I want to present a scenario to you guys today and see if this has ever happened to you.

T

0:39

Okay? So you make an appointment with your attorney and or an attorney.

T

0:48

You go in, you share with them what you're wanting to discuss.

T

0:55

And then at the end of it, the attorney says, let me get you a quote.

T

1:07

Has this ever happened to either one of you?

M

1:11

Not yet.

M

1:13

I don't have a ton of experience with lawyers.

M

1:20

But no.

T

1:22

No.

T

1:23

Okay.

T

1:23

So we go to our CPA.

T

1:25

We talk to our CPA about this is what I'm wanting to do.

T

1:29

This is what I need.

T

1:31

I'm wanting to set up a new entity.

T

1:35

I am wanting to do my payroll for the year.

T

1:40

And he says, got your information.

T

1:42

I'm going to get you a quote and get back.

T

1:47

Does this happen? Because I've never had this happen.

S

Shane TatumHost

1:50

No. No.

T

1:52

So why is we, as insurance agents who protect people's most valuable assets, why is that what we do?

S

Shane TatumHost

2:05

Well, unfortunately, we have allowed the normalization of billion-dollar ad spending to move us down this path.

S

Shane TatumHost

2:17

of commoditization and, um, you know, we've been, we've allowed that to happen.

S

Shane TatumHost

2:23

You know, we've allowed the quoting atmosphere to overtake us and we've, you know, the consumers changed, you know, let me get you a quote.

S

Shane TatumHost

2:33

Can I get you a quote? Can you get me a quote? Uh, all these different time, time, all these different realities that, Multiple billion dollar a year ad campaigns.

S

Shane TatumHost

2:49

That's the why, in my opinion.

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