My question for you is: does this prospect even deserve to have a seat at the table? You’re the only one that can answer it. That’s the topic of today’s article.
One thing I always do when I meet with a prospect is to visualize a conference room, just like the one we have in our office. I envision all of my clients sitting around the table, but one chair is empty. The empty chair is for the prospect. And the question you have to ask yourself as a producer is, does this prospect belong in this chair? See, too many times we’re out producing business, and we get our eye off the ball. We know who our ideal prospect is, but if it’s money, why not just go ahead and write this type of account this one time? The problem with that thought process is that you don’t realize you’re diminishing the value proposition for every one of the clients that are already in your book of business.
If you have your ideal prospect in mind, and you know who that should be, you should never deviate from that. At the end of the day, if you have an empty chair at your conference room table, you should only fill it with somebody who deserves to be in the presence of every other client that’s already in your book. If you don’t think that way, you’re going to end up losing the important people that are at the table, and you’ll find out that those chairs turn into revolving doors.
If you’re going to sell based on value, stick to your guns! If you’re going to sell based on price, good luck. In a time where we’re competing against Google and Amazon, not other agencies, you need to do everything you can to provide a remarkable client experience and remain relevant in an ever-changing marketplace.
If you can envision an empty chair in a conference room full of your clients, you’re going to kill it in commercial, if you only let the worthy sit in that empty chair.
Until next time: kill or get killed!
Producers face a sales environment that is fiercely competitive, time-consuming, and filled with complexity. The difference between average and exceptional isn’t always in knowledge or
Producers can no longer rely on quotes and relationships alone. Middle market prospects are increasingly skeptical of traditional insurance sales approaches. They’ve seen the same
In the fast-paced world of commercial insurance sales—especially within virtual or hybrid agencies—sales training isn’t optional; it’s essential. Yet many agency leaders overlook two of the most effective and accessible tools available to them: listening to recorded sales calls and consistent role play.
Time is one of the most valuable resources an agency has—and ironically, it’s also one of the most frequently wasted. Producers and account managers often
The insurance industry is evolving. As virtual agencies become more prevalent and the remote workforce continues to expand, one element stands out as the glue that holds everything together: communication. For agencies trying to deliver exceptional service, maintain high retention rates, and grow their book of business, communication efficiency in remote insurance operations is no longer optional—it’s essential.
In this post, we’ll walk through a proven communication framework that works for remote insurance teams. We’ll cover everything from setting expectations to choosing the right communication tools, crafting a unified language, and implementing a playbook that keeps everyone aligned and productive.
When it comes to building a successful commercial insurance agency, few topics are as polarizing—or as poorly understood—as producer compensation and equity. Whether you’re recruiting
Please confirm you want to block this member.
You will no longer be able to:
Please note: This action will also remove this member from your connections and send a report to the site admin. Please allow a few minutes for this process to complete.
Responses