When prospecting, one of the most common statements from business owners we get is – “Thanks for reaching out, but we have had our broker for over 20 years, and we have a great relationship with them.”
This statement is difficult to combat, particularly if you don’t want to immediately piss them off by asking a follow up question like –“Oh, that is fantastic, can you tell me in what ways they are protecting your bottom line?” – dial tone – yeah, THAT went well.
Let’s be honest, people just do NOT like hearing that someone, who has been entrusted to “take care” of their company for many years, isn’t DOING much beyond collecting a paycheck. What is even more disturbing for them – the feeling of being taken advantage of from someone who they believed to have had a “great relationship with” all these years.
Now, DO NOT get me wrong, having someone you trust to protect your company is paramount, but at what point does trust outweigh results? As a business owner, you should be able to somehow identify that this trusted individual is still doing everything possible to ensure the protection of your company – to keep you in a position for success.
If your rationale for staying with your current broker is because you have “known them for many years”, yet you can’t think of solutions they have been able to provide to you or your company – you are NOT alone.
There is a vast difference between simply maintaining your account and actively working your account. Insurance has evolved tremendously in the last decade – the solutions that worked back then are NOT the solutions that work now – and sure as hell will not be the solutions that will work down the road.
- It isn’t enough to simply renew “as is” your insurance policies/coverage’s
- It isn’t enough to just deliver a single digit increase from your carriers
- It isn’t enough for you to be a passive participant in your insurance program – the SECOND HIGHEST COMPANY EXPENSE!
So, I ask you – How is YOUR broker helping to protect YOUR company? What are THEY doing for you after your renewal? Ask the questions, get some answers…if you have an advisor that you TRUST that you do, then they should be able to easily answer any question you have because IT JUST AIN’T THAT DANG COMPLICATED!
#insurance #brokers #trustedpeople #somuchmoney #HighpointInsurance #Itaintthatcomplicated #change #askquestions #knowwhatyourbrokerisdoingforyou