Honesty in sales matters

Setting expectations

When I was a retail producer and had built a nice book, I became much bolder in setting expectations for new prospects. I flat out told them I would not be the lowest quote they would get, but I would deliver the most value when it came to reducing and mitigating risk and covering claims that other cheap insurance programs would not.

I would ask if they were OK moving forward knowing I would not be the cheapest and follow with a straight-up question … if I can prove to you I deliver the best value, are you prepared to pay more?

If they say no, move on. If they say yes, your close is closer.

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Honesty in sales matters

Setting expectations

Art Seifert, Glatfelter Insurance Group

DISCLAIMER