“If you select me as your agent, the savings will enableyou to purchase and pay for that new truck you need!”
That was the closing line of a young producer's presentation tothe city council of a small Midwestern city in a rural farmingarea. Preceding him were several other presentations from agentscompeting for the business. The other agents kept to the normalregimen of quote-and-bid presentations, with a lot of insurancelingo thrown in. They didn't get the business.
This particular producer took time to learn about the needs,risks and exposures of his prospects. He talked to them in theirlanguage, not his. In this case, while researching the exposuresand needs of this small city, he listened to them talk about howtough it is to manage the budget in the current economic situation.One of their biggest concerns was that the city needed a new truck,but couldn't find any room in the budget to pay for it.
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