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THE CONSULTATIVE BROKERAGE SERIES
Welcome to the first installment of "The Consultative Brokerage(R) Series." Each month, this new feature will provide information and techniques that are used to attract and retain quality middle- and uppermiddle market accounts. The issues discussed each month are real and have been tested by producers and their firms across North America.
Before we get started, please allow me to introduce myself. I started an insurance agency from scratch at the age of 24 during the mid-1970s. Later, I sold the agency and joined a major mega-brokerage firm. While with the mega-brokerage firm, I served in senior management and became a large producer, achieving the firm's Exceptional Producer Award. Over a three-year period, I was able to produce in excess of $650,000 new revenues.
Consultative Brokerage describes the techniques used by successful brokers in the production of quality accounts. It entails a number of details and nuances that when combined comprise a powerful production style. Ultimately, it is one of the only answers to the questions asked by most clients: Why should we choose you as our brokerage firm?
I recognize that some of you may be put off by the term "broker" or "brokerage." Let me address your concerns. In today's world of client service, a small part of your role is that of an agent. The term "agent" denotes your relationship with a carrier and regards placing insurance policies. It does...