Spring is that glorious time of year when we clean out garages with high hopes for all the projects we have. In the garage we clean up the spades and hoes, sharpen the hedge clippers, and dust off bottles of fertilizer. We reassess, restock and rejuvenate our supplies. 

In a few weeks, we’ll have the new flower beds installed, whacked weeds and trimmed trees. Then we’ll move on to our toolboxes, cleaning them the same way. We will restock bolts, nails and paint brushes, and refinish and repair gutters, deck chairs and swimming pools. 

Related: Read another column by Lisa Harrington “Why Do You Serve?”.

I often use a toolbox analogy when teaching sales courses to new insurance producers. We practice dozens of different prospecting and closing techniques and I encourage the producers to store the techniques in their sales toolboxes to be used at just the right moment. Individual situations require different techniques because clients don’t always respond the same. 

Want to continue reading?
Become a Free
PropertyCasualty360 Digital Reader.

INCLUDED IN A DIGITAL MEMBERSHIP:

  • All PropertyCasualty360.com news coverage, best practices, and in-depth analysis.
  • Educational webcasts, resources from industry leaders, and informative newsletters.
  • Other award-winning websites including BenefitsPRO.com and ThinkAdvisor.com.

Already have an account?


NOT FOR REPRINT

© 2024 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.

PropertyCasualty360

Join PropertyCasualty360

Don’t miss crucial news and insights you need to make informed decisions for your P&C insurance business. Join PropertyCasualty360.com now!

  • Unlimited access to PropertyCasualty360.com - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including BenefitsPRO.com, ThinkAdvisor.com and Law.com
  • Exclusive discounts on PropertyCasualty360, National Underwriter, Claims and ALM events

Already have an account? Sign In Now
Join PropertyCasualty360

Copyright © 2024 ALM Global, LLC. All Rights Reserved.