Consultative Brokerage®: A Value Strategy is based on real life production success and client retention. Practical, workable, and highly profitable techniques make this book a must have for any producer, sales manager, seasoned broker, or insurance company professional. At a glance the books explains:
• How to establish a quantifiable value proposition that will attract and retain clients
• How to establish a business discussion with buyers that will differentiate your firm
• How to effectively utilize the concept of Total Cost of Risk (TCOR)
• How to make a quality presentation and stewardship report
• How to compete exclusively on broker of record letter
Filled with over 60 charts and descriptive displays, this material has been over a decade in the making. Now, it is available to help you and your team learn such value strategies as:
• The language of working with a high level buyer
• How to reveal the real costs in a buyers program.
• Ways to stop the moving parts of a larger sale
• When and how to ask for the business
• Where to find resource capabilities and how to value them