How might an agency grow from a small, two-man operation with one office, to one with multiple locations, partnership relationships around the world and over $94 million in commercial lines premium volume? Basically, by focusing on helping clients make the right decisions for the long term, rather than being captives of the pricing cycle, according to Lassiter-Ware Insurance, one of the three winners in this year's National Underwriter Commercial Insurance Agency of the Year award program.
"Convincing the client or potential client to purchase something that is not in their best interest may gain us business in the short run, but in the long term we will have sacrificed our credibility," said Ted Ostrander Jr., president of the Leesburg, Fla.-based Lassiter-Ware, in his award essay.
"We would rather focus on assisting the client or prospect in feeling understood and supported, rather than constantly worrying about whether we have award-winning closing techniques," he added, explaining a philosophy that helped the agency win an Honorable Mention in this year's award program.
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