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.
The real you is who your clients and prospects will connect with. Forget about perfect professionalism and get real to get better results.
One of the best ways to find a new source of premium is to find a new industry to specialize in. But finding the right fit for each agent can be tricky.
Use these 4 simple steps to turn your current clients into your agency's best advertisers. If clients are happy, they will happily win you new business.