But there’s one other thing you have to do that I wasn’t doing early in my career. I think that you need to memorialize your wins in a three-ring binder of agent of record letters, or you could even do deck pages of account if you want to calculate insurance premiums as your benchmark. It doesn’t matter. But the other thing that you have to do is ask, why? Why did I win? Why did you decide to hire me? What did I represent to you at the point of sale that led you to trust me more than your current agent? What did I say at the point-of-sale that convinced you and pushed you over the edge? What intrigued you specifically about the value proposition that we represented that led you to believe that we have something that you’re not currently getting? You have to ask these questions because you may have said one thing different in a meeting that you’d never said before, and that’s what led you to get that account.
Memorialize your wins. Go back and reflect on them. Ensure that you’re regularly going back to remind yourself of each of those victories because it will breed further success as you push forward in your career. If you can make time, once a quarter, to sit down and reflect on what you’ve accomplished, you’re going to replicate your success and absolutely kill it in commercial insurance.
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