Thomas Workman

  1. Building strong business relationships with partners in theindustry, and with clients and potential clients, is an obvious andvital part of business all successful brokers and agents havetaken. That means being a true partner with not only insurancecarriers and enrollment companies, but also each business owner,CEO, HR director and employee.
  2. Being truly consultative as opposed to being a product peddleris one of the first steps to building a successful relationship.Make the consultive sales process part of creating the relationshipthat helps make the client an active part of the solution asopposed to a passive receptor of information and product.
  3. Precision is key when not only discussing product and process,but also when listening to the clients' needs.
  4. Ultimately listening to the needs of the consumer will buildand cement the relationship for the long term. Selling to yourneeds is the best way to lose the client.
  5. A business relationship is one that's cemented over time andnot a onetime sell. The best clients are the ones you alreadyhave.
  6. Your integrity not only will help keep the clients you have butalso build new ones. Your reputation will spread one way or theother and one built on integrity certainly will help attract newclients.
  7. Of course, the central facet of integrity is honesty. It's whatwe ask from our clients, and our insurance carriers. If somethinghappens, for example, and a batch of policies hasn't been issued,we as a broker need to know the truth. We might not like it, but weneed to know the policies are still waiting to be issued, and moreimportantly that there's a plan in place. In turn, we need to dothe same with our client partners.
  8. By owning our mistakes, creating a solution for the immediateissue, helping to prevent a recurrence of the issue and mostimportantly effectively communicating all of this to the client isall we as brokers ask from our partners and all that our clientsask from us.
  9. Remember why we're in this industry. By providing professional,accurate and reputable advice and products, you have positivelyaffected lives, in many cases, helped in a time of need thatotherwise would have been at the very least a financial catastrophefor employees or their family.
  10. Don't forget to have fun.

Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.

  • Critical BenefitsPRO information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and events
  • Access to other award-winning ALM websites including and

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.