Consultative Brokerage

Consultative Brokerage®: A Value Strategy is based on real life production success and client retention. Practical, workable, and highly profitable techniques make this book a must have for any producer, sales manager, seasoned broker, or insurance company professional. At a glance the books explains:

How to establish a quantifiable value proposition that will attract and retain clients

How to establish a business discussion with buyers that will differentiate your firm

How to effectively utilize the concept of Total Cost of Risk (TCOR)

How to make a quality presentation and stewardship report

How to compete exclusively on broker of record letter

Filled with over 60 charts and descriptive displays, this material has been over a decade in the making. Now, it is available to help you and your team learn such value strategies as:

The difference between price and cost

The language of working with a high level buyer

How to reveal the real costs in a buyers program.

Ways to stop the moving parts of a larger sale

When and how to ask for the business

Where to find resource capabilities and how to value them