- 500
So I have a client that has Group DI with me. I had originally seen him for Group Health and at that time, he had a solid relationship with another broker in my area. Even my Marketing company who knew this agent told me that this guy was extremely hard to compete against.
From time to time, I would follow up with him to see if we could compete for his Group Health business and the answer was no.
I get a call from this client today on a service issue and I asked him again if I could see if I could save him some money on his Group Health and I learned that his Daughter (now Office Manager) switched his Group business to a new agent that once worked with them selling AFLAC.
UGH!!!!
Lessons learned:
1.) Stay in contact with everyone who is involved in the decision-making.
2.) Never believe others who tell you that another agent is "too strong to compete against" as he lost the business as well!
3.) Sometimes you can't beat the fact that one of the decision makers will like someone who is closer to them in age and gender or will just like someone else period.
I guess the good news is that I get to keep my Group DI biz and have a chance to offer more Group DI to this client who has opened up a new company.
From time to time, I would follow up with him to see if we could compete for his Group Health business and the answer was no.
I get a call from this client today on a service issue and I asked him again if I could see if I could save him some money on his Group Health and I learned that his Daughter (now Office Manager) switched his Group business to a new agent that once worked with them selling AFLAC.
UGH!!!!
Lessons learned:
1.) Stay in contact with everyone who is involved in the decision-making.
2.) Never believe others who tell you that another agent is "too strong to compete against" as he lost the business as well!
3.) Sometimes you can't beat the fact that one of the decision makers will like someone who is closer to them in age and gender or will just like someone else period.
I guess the good news is that I get to keep my Group DI biz and have a chance to offer more Group DI to this client who has opened up a new company.