Posted on 13 Aug 13 by Annie George
- The escalating value of weather-related losses means prospects have one more reason to sign on with your agency and carriers.
- Identify where the exposures are, then head there with a compelling pitch and targeted products.
- The right policies and risk management services provide businesses and individuals with crucial protection.
When you head to a prospect’s office, you need to make yourself relevant before entering into your pitch. Your angle and products must speak to a reality that confronts your customer.
Being relevant is much more than being convivial. You need to define yourself and distinguish yourself as an expert in topics that get a from-the-gut reaction and implant you professionally and personally in your prospective client’s mind and address book.
Does this mean you have to be controversial? No. Absolutely not. Instead of provoking, try to stimulate. By kindling thought and inciting action, you put yourself in a leadership position—or, better yet, a co-leadership position—with your prospect. Identify a topic, relate it to his business, prove its relevance, and provide solutions that protect his company.
To develop your prospect list, consider where the up-trending risks are located—geographically and by sector. Then target those using your expertise. Remember, you don’t need to have all the knowledge in-house. Part of your value-added can come from contracted partnerships with sector specialists.
One of the “hot topics” today is climate change, and—whether we can agree on the reasons for it or not—the climate is changing. Demographics are changing, too. As a result, property damage claims and business interruption losses are increasing in value. Your clients face flood risks where there never used to be floods. There are tornado, wildfire and hail risks where decades ago there were no buildings. And wind, snow and drought risks dwarf historic levels.
Part of this risk elevation lies in the fact that more properties exist in high-risk areas than ever before. Coastal development in the United States and Asia has occurred despite known risks of hurricanes, typhoons and flood, and that has been exacerbated—particularly in Asia—by inadequate building codes.
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