20 Jun Don’t Wait for Insurance Sales Competitors to Retire, Wedge Them Out
Beat the Incumbent
How many agencies does your firm run into on a consistent basis?
If you're in LA or New York you might say “They're always different.” But, if you're in a regular town in the USA or Canada you'll probably say 5-15.
That means 5-15 agencies control the majority of the new business that you want.
How many of the other insurance sales agents in your city, town or metro area will be retiring in the next 5 years? The industry is getting old you know. And, even if they don't retire, how many are slowing down and taking more time off to recreate (travel, golf, fish and hang with grandchildren).
If you hear that Bob just retired from Agency Big, how long would it take to produce a list of his clients, make sure they were assigned to aggressive producers and go on the offensive? More than 60 seconds I imagine?
Wedge Them Out Before They Retire
Do your competitors have a written service plan in place? Probably not. Most agencies believe they give good service but without a written service plan, they are not delivering proactive service and instead they become a product services firm. The client doesn't know what or when something is going to happen, hence they become vulnerable for your producers to come in and Wedge® out the incumbent.
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