One of the biggest things that differentiates a good producer from an insurance salesperson is that outstanding producers take the time to learn every facet of a prospect or a client’s business to represent them most accurately. One of the things that a good producer does is walk around and look. They ask to tour the production floor or go out onto the sales floor. They want to interview employees, mid-level supervisors, and upper management so that they can get their fingertips on the pulse of the culture of their client and prospect.
They learn about programs, processes, procedures that these companies are using to get results, or they’re missing things, and they’re not getting results. But it’s a really fine line that you have to walk because we’re not going to be experts in loss control and safety engineering and all of those things, at least not in most cases. Those are the things you’ve got to leave to the professionals. That’s what I call tactical risk management. Those are the people who will come in for the heavy lifting. They may do noise studies. They mad perform infrared thermal scanning of equipment to ensure that it’s not overheating from a mechanical breakdown perspective. Perhaps they would come in and look at a workstation to ensure that it gets set up correctly or that everybody’s trained and cross-trained, so there’s a rotation of duties. We don’t have to worry about repetitive motion claims from an ergonomics perspective. They handle all of that stuff that’s, really, really hyper-focused deep dive for which you need an expert.
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