Tips For Selling In A Hard Market
Tell them before they tell you:
Dont let your client find out from someone else about increased premiums or policy changes. Advise clients of whats going on.
Prepare for objections:
Make a list anticipating your client's objections, and working with your associates, list the best responses.
Eliminate negative thoughts:
Negative thoughts turn into negative outcomes. Visualize good discussions, positive interactions, and the best result.
Keep up with the competition:
Be well versed on whats going on in the marketplace. Read trade journals, talk to your associates, check Web sites for press releases and updates.
Inform your referral sources:
Keep those who feed you well informed. Their depth of knowledge about insurance issues will make them your advocates.
Reproduced from National Underwriter Property & Casualty/Risk & Benefits Management Edition, September 17, 2001. Copyright 2001 by The National Underwriter Company in the serial publication. All rights reserved.Copyright in this article as an independent work may be held by the author.
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