Insurance is a relationship business, wouldn’t you agree? If you are a consumer, you need to feel comfortable with your agent and put the utmost of trust in them because they are in charge of protecting your financial future in the event of a catastrophic event. If you are an agent or broker, you need to build a strong relationship in order to earn your client’s business and then keep it.
Recently, a broker contacted me wanting to offer a quote for my client. That’s not unusual, except that my only contact with him was through voice mail and e-mail. When I told him my client wasn’t going to go to market this year, but that we’d be happy to discuss the possibility in 2008, he e-mailed me back “insisting” that we allow him to provide a quote. Insist? Look, agents and brokers are not in a position to use that type of wording, especially when there has been no relationship built. After I tried to call him and left a detailed voice mail, he responded by going directly to my client and asking through him. Not a good move. If you are an agent, you need to know who your prospect is and how they make decisions. Needless to say, this broker will have a difficult time getting the opportunity to ever quote for my client.
Insurance is not a commodity. Price is always important but as with any business or personal relationships, developing trust and respect must always come first. This broker undoubtedly is a nice guy, but his overly aggressive tactics are not always welcome to his prospects. Take the time to cultivate a relationship with your prospects and the people in charge of the quoting process. Remember that old saying, patience is a virtue.
Dan
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