Super Agent

Sales Opportunities Beyond Placing Policies

Many of the agents we speak with believe that only the broker of record (BOR) is in the position to establish a relationship with an employer and gain new business. But when your sales process and approach is truly consultative, this idea doesn’t hold up. Insurance policies don’t always address every risk or problem an employer faces. In fact, many (if not most) times there are issues that have been transferred year after year to an employer’s policy that are still unresolved. What’s more, the road to obtaining new clients is more complex in today’s selling environment.

So, when an employer has a problem that is exposed during a conversation, why not be prepared to offer them a solution for a fee?  Leading a prospect to recognize issues that exist and offering your specialized services, tools and capabilities on a fee-basis  not only helps diversify your revenue, it also differentiates you and allows you to establish an initial relationship that could lead to engagement in the future.

For example, what if your agents performed an injury management assessment for a fee and helped employers uncover underlying issues with their reporting process?

If a business is implementing dangerous practices or is struggling to assess their risks, the opportunity is there for agents to step in and offer solutions. Don’t be afraid to put a price tag on the value that you bring to your client relationships—value based fees are directly related to serving their best interests.

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