What’s Your Client’s Potential?
Potential: (adj.) capable of being or becoming; possibility
In the Reach Your Peak program, Beyond Insurance coaches work with producers to close the gap between performance and potential. Similarly, in working with a client or prospect, a producer’s primary job is to see what could be – not just what is. This key differentiator often separates the successful from the transactional producer.
How do you discover a business’ risk mitigation potential?
- Start by uncovering the pain points. Then, talk to your prospect or client about strategies to prevent or mitigate unforeseen and future risks. Offer pertinent solutions that will help the business owner tackle the issues head-on. When you demonstrate your ability to manage unforeseen risks, you will notice a deep appreciation from the business owner as well as carrier representatives…especially underwriters – a win-win!
- Next, help your clients anticipate business patterns. Work with your clients and prospects to find solutions that will ultimately improve their risk profile. Analyze the business and discover the potential for the business to sustain progress with minimal risks. What actionable objectives will propel the business forward? What risks will disrupt momentum? These first two steps may seem fundamental but most transactional producers try to obtain the business BEFORE assessing the organization’s risk.
- Invest time in understanding the business owner’s mindset. Learn about the owner’s goals, passions, and struggles. These three key insights will help you take your business relationship to the next level.
- Finally, keep a strong pulse on your client’s business performance. Let the owner know you’re paying attention by sharing insights with them throughout the year. When you create a positive, inspiring, trustworthy persona, clients and prospects will be motivated to take action. At that point, you’ll be seen as a respected expert and business partner rather than irrelevant, disposable commodity.
How do you currently discover an organization’s risk mitigation potential?