“The fastest, most ethical approach to building a $1,000,000 book of business is to collect Broker of Record letters.”
Insurance Sales Training Tip #1: Collect Signatures & Serve Happiness
Selling insurance policies to business owners isn’t too difficult, so long as the insured trusts you. When you have the insurance buyer’s PERMISSION, insurance sales can be a beautiful thing!
The fastest, smartest, most ethical approach to building a $1,000,000 Book of Business is to collect as many Broker of Record letters as you can. You must first earn the insured’s PERMISSION and then gather their signatures on Broker of Record letters.
Building a $1,000,000 book of business really is that simple and straightforward.
What is odd is that so very few insurance agents ever focus their time on gathering BOR’s.
Do yourself a favor and stop “quoting” insurance renewals for people who don’t yet fully trust you. If the insured did fully trusted you, he would gladly sign any broker of record letter for you. But he hasn’t given you his full trust or PERMISSION, and that’s why you’re still blindly quoting renewals.
Frankly, “quoting” a huge waste of your time, your energy, and your agency’s resources. So stop quoting on renewals…effective immediately.
But if you’re not going to offer quotes, what should you do instead?
Insurance Sales Training Tip #1
Answer: Serve Happiness and Collect Signatures.
By “serving happiness” I mean that you should be doing everything possible to make the insured feel comfortable with you, with your agency’s capabilities, and your ability to consistently deliver value, day after day.
Value is the key word with here. And when you’ve created enough value and solved the major problems the insured has in his business, he will happily sign all of the broker of record letters you ever want him to.
That’s the power of Permission Sales!
SUMMARY: The fastest, smartest, most ethical approach to building a $1,000,000 book of business is to collect signatures on Broker of Record letters by creating tremendous value on a consistent basis.