Writing Hard-To-Place Risks
Most insurance agents can write auto and home policies in their sleep, and many understand commercial insurance like the back of their hands. But sometimes, clients throw us curveballs.
Off The Record
Tim had mentally decided that the prospect he was talking to was never going to buy. For the past 20 minutes, Tim had tried all of the trial closes that had worked in the past.
"I have to tell you, Tim, I don't know what this will do what I need."
Authenticity: Setting the Expectation During the Prospecting Stage
Showing who you really are — warm, human, compassionate, local, outdoorsy, etc. — differentiates you in a way that no gecko can equal...Once the prospect has entered your marketing funnel — knows who you are and has been enticed to find out more — you're in the conversation. At this stage, setting the expectation of authenticity becomes critical.