- Know your audience. Who is your client? A single, blue collar laborer, a married office worker, a CFO who concentrates on the bottom line or someone in middle management who deals with their employees' lives every day? Craft your delivery to the audience.
- It's not so much about selling a product as it is about educating a client on their needs. It sounds cliche, but it is important.
- While you educate your clients don't forget to continue to educate yourself. This includes knowing your products as well as knowing what your competitors are bringing to the table.
- It is about relationships. From your clients to brokers with whom you work take care of the people that take care of you.
- Ultimately relationships are about trust and how one builds that trust. Technology is a great tool, but nothing truly builds trust like the face to face meeting.
- Your excitement and enthusiasm should rub off on someone each day. Make sure they know we believe in the products we represent and our method of communicating those products.
- Do something for somebody and not to somebody. Ethically, making the right choice for the client helps us all sleep at night. Then the revenue will take care of itself.
- Don't overwhelm your clients with choices. Despite what some carriers think, your job is to help your client sort through their choices not just to collect information.
- Take care of the little things so the big things take care of themselves.
- Choose your carriers wisely.
