One of the things I want you to think about as you’re interacting with your clients and your prospects is to make sure that you take the extra two minutes to give them the why. I had an exchange with a guy that was in another state that was having problems getting past the gatekeeper this past week. And he emailed me asking for advice on what he could do and how he could word an email in a way that would allow him to get the information that the gatekeeper didn’t want him to have. I asked him to forward me a copy of the email he had, and then I asked him just to copy and paste the response that I gave him.
When I got his email, I read what he was asking for, and quite honestly, it was not a bad email. It wasn’t offensive or anything. The problem was it was the same email that this gatekeeper gets from every single agent that wants information from her. After taking about two minutes to sit down and craft a response, explain why I needed the information, how I would use that information and how that information would benefit the company, the gatekeeper willingly surrendered everything that my buddy was asking. At the end of the whole ordeal, I asked him, “What was the learning experience in all of this?” His response was, “You wrote a magical email.” My response was, “Absolutely not.”
See, I can teach people how to fish, but I’m not going to fish for you. The learning experience for this guy was very simple. Take the time to give the person the why. Once he explained why he needed the information, not only did he get it, but he had buy-in from the person that was his adversary, not less than five minutes ago. It doesn’t make sense for you to go after large commercial accounts if you want to treat them as if you’re going after Bob’s. Take the two minutes you need, give the reason why, and you will always get what it is you’re asking.
Â
The insurance industry has changed drastically in recent years, with one of the most significant shifts being the rise of the remote workforce. While remote
The insurance industry is at a technological crossroads. For decades, operations have been fragmented, with multiple systems, manual workflows, and siloed data defining how agencies function. But the rise of artificial intelligence (AI), cloud-based CRM, and integration tools is ushering in a new era—one where automation, real-time insights, and seamless client experiences are possible.
The challenge of recruiting and retaining top-producing talent has pushed many agency principals to rethink how they reward long-term performance and loyalty. One of the
As the commercial insurance industry continues to evolve, independent agencies face mounting pressure from large brokerages that have the financial horsepower and digital infrastructure to
As someone who trains commercial insurance producers nationwide, I’ve seen firsthand that remote success hinges not just on tools and workflows, but on people feeling heard, supported, and connected. This post explores the key strategies that agency leaders can use to build emotional connection and employee engagement in a remote insurance agency, using lessons drawn from real-world experience and thoughtful leadership.
Fleet safety is a growing concern for businesses that rely on commercial vehicles. With increasing insurance premiums, rising accident rates, and evolving regulatory requirements, companies must take proactive measures to
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