Winning Clients Is More Important Than Implementing Your Strategy

In the insurance industry, advisors often face a critical decision: should you prioritize selling innovative strategies or focus on becoming the agent of record? This question is crucial for anyone looking to grow their business in this competitive market. As the CEO and Founder of Complete Game Consulting, where we specialize in helping insurance professionals transform brand awareness into tangible business growth, I’d like to share my insights on this topic.

The Dilemma

Recently, I spoke with a client who was grappling with this very issue. He had an opportunity to become the agent of record for a $1.8 million premium deal, netting him $60,000 in revenue. However, he was hesitant because the client wanted to stick with their current big-name insurance carrier rather than adopt his new strategy.

The Strategic Decision

If you find yourself in a similar situation, consider this: Denying yourself a significant revenue opportunity because a client isn't immediately ready for your innovative strategies could be a short-sighted move.

Here's why:

1. Trust is Key: The best way to implement your outside-the-box strategies is with clients who already trust you.
2. Building Relationships: Becoming the agent of record is the first step in building that crucial trust.
3. Future Opportunities: Once you're in the door and have established a relationship, you'll have more opportunities to introduce and implement your preferred strategies.

The Long Game

My advice? Don't turn down the chance to win revenue, even if it means working with carriers you're not fond of for a year or two. Here's the game plan:

1. Get them in the house
2. Start generating revenue
3. Build trust with the client
4. Gradually introduce and implement your innovative strategies

The Bottom Line

When faced with the choice between winning business by selling different strategies or becoming the agent of record, opt for the latter. By securing your position as the agent of record, you create a foundation upon which you can build trust, demonstrate value, and eventually implement your unique strategies.

Remember, your innovative approaches become much more realistic and achievable when you're working with established clients who trust your judgment.

Conclusion

By focusing on becoming the agent of record first, you'll likely find that:

• Your business will grow faster
• You'll make more money
• You'll have more fun doing it

Sometimes just getting on base is the strategic first move. Once you're there, you'll have plenty of opportunities to showcase your all-star moves.

https://completegameconsulting.com/