Let's talk about what's keeping you up at night.
"Commercial revenues are down because of the economy and the soft market. Revenues are flat and it doesn't look like there is much improvement expected any time soon. How do I grow in commercial lines when business is contracting, not expanding?"
There are no easy answers because so much depends on the strategic decisions
you've made until now. But start by looking at your customers.
There is always tension between specialization - niche marketing - and
differentiation. It's risky to have all your eggs in one market basket. On the
other hand, we know that being an expert in your customer's business adds
So make sure you're an expert. And make sure you're an adviser. Sell your
expertise, not your ability to shop a policy across a large number of carriers.
This not only sets you apart from the competition but also mitigates the price
shopping that is part of every insurance buyer's instinct.
Being an expert also helps you cover all risks for every client. Personal lines
as well as business insurance. Life insurance to protect both their families
and their businesses. Benefits to cover employees. There is a lot of
uncertainty right now, which means there is a lot of opportunity. Look at your
customers' needs creatively and fearlessly.
Begin a review of clients to identify opportunities for additional sales.
Follow through with letters, calls and visits!
Need help growing in a slow economy?
Let's have a conversation. No strings, no charge.
Call 530-295-1083 or send me an email.
Three Unexpected Reasons Why People Don’t Ask Questions - A few months back, an article in HBR proclaimed the power of questions. It’s not a bad article, and it mentions lots of sensible things: more questions are...
4 weeks ago