What do you say to clients when they tell you they know they could find cheaper insurance somewhere else?
I just met with a client who's agent is no longer in the business and who's policies were transferred to me. This was our first meeting together and unfortunately we were reviewing their policies which had about $400 in increases (not my favorite first meeting!). Right away the client attacked with the cheaper insurance statement and I had to make the decision on how to respond. Here's what I said:
This might not be the right response every time BUT it is good to remind people of why they have insurance - and more importantly - why they have insurance with you! The result from this meeting was a client who better understands their premium, better understands their policies and better understands the value we bring.
By Robert Edgin
I just met with a client who's agent is no longer in the business and who's policies were transferred to me. This was our first meeting together and unfortunately we were reviewing their policies which had about $400 in increases (not my favorite first meeting!). Right away the client attacked with the cheaper insurance statement and I had to make the decision on how to respond. Here's what I said:
This might not be the right response every time BUT it is good to remind people of why they have insurance - and more importantly - why they have insurance with you! The result from this meeting was a client who better understands their premium, better understands their policies and better understands the value we bring.
By Robert Edgin
Well said Rob. Good post!
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