You are here:HomeNews CenterInsurance News2013Agent to Agent: Shark Proof, Part 2

Agent to Agent: Shark Proof, Part 2

In part one of this series, we defined a shark as the kind of producer you don’t want anywhere near your clients...
May 14, 2013

In part one of this series, we defined a shark as the kind of producer you don’t want anywhere near your clients. A producer who is a consummate hunter and a true production machine. Sharks are experienced professionals who know the business and are experts at breaking relationships. The 3 I’s of shark proofing that create a near impregnable barrier against sharks and any other lessor competitors are Insulation, Investment and Influence.

In part one we covered Insulation. Part two will cover Investment.

Investment: A universal truth is: The more we invest, the more invested we become. We all know this from previous experiences working with prospects. The more time and effort we put into working with a prospect, the more difficult it is to disengage, even when we know our chances of success are slight. This is because we are invested. The same universal truth applies to our prospects and clients. When it comes to our prospects, the more invested they are in the “quoting process,” the more invested they will be in the outcome. With our clients, the more they have invested in doing business with our agency, the more invested they become in perpetuating that relationship. Keep this universal truth in mind when you try and make it “easy” for your prospects and clients to do business with you by doing everything for them. They must have skin in the game to be invested.

Read the rest of this article by David Connolly of iQ Consulting here:
Shark Proof (part 2)

Filed under: