Being the takeover expert that you are (all agents are takeover agents. Some more expert than others)
asking the right questions lead to the right answers, leading to your success.
A few questions to ask that may get you closer to that “takeover moment.” Are you bold enough to ask them?
1. “If you haven’t seen your agent this year, why are you still paying him/her?”
2. “Do you think your agent has earned her commission on your business this year or simply collected it”
3. “Will you be overcharged again this year on your Workers’ Comp insurance?”
4. “Does your agent just sell you insurance or help you earn additional revenue? It only makes sense to give as much as one gets.”
Plant seeds of doubt about the value your potential client receives from her current relationship.
Since the mind thinks in comparisons, the most critical point about asking these questions is to test how you would respond if your competitors asked these very same questions.
That’s the difference between saving the renewal or not; about receiving handshake introductions from your clients and from maximizing agency profit.