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.
Art Seifert, Glatfelter Program Managers
Arthur is a fitness enthusiast, a grandfather, philosopher and possessor of a wretched wit.
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