WHAT do you do as an insurance professional to help your clients increase profits or reduce expenses? How do you help them improve efficiency? What non-insurance problems do you solve for them? If you want to distance yourself from the competition and build concrete client relationships, then you want to be known for the problems you solve. Solving problems
To turn prospects into customers, create a list of specific problems your clients have faced and the solutions you and your insurance company partners have provided. Break your list into three categories-cost, coverage and service.
To help make your list, ask your CSRs and account managers what problems the service team solved today. Ask your sales manager what agency advantages you should promote. Ask fellow producers how they earn new accounts. Why not ask a current client what problems you solved to earn and keep his or her business? Again, be specific. Ask your customers how your professional support increased their profits, decreased their expenses and saved their time.
Recommended For You
Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader
Your access to unlimited PropertyCasualty360 content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
- Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO and ThinkAdvisor
Already have an account? Sign In Now
© 2025 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
