8 posts found
08/13/2021 · 6 min read
When a client says the price is too high, they usually mean one of three things: the rate change feels jarring, they found a lower number online, or they need to feel the value. Each version has a different response. Folding on coverage or delivering a defensive monologue are wrong.
08/12/2021 · 5 min read
Wildfire clients need agents who can pair property-level risk pricing with proactive mitigation conversations. Kevin Stein lays out the surplus-lines path, the pre-non-renewal talk that earns loyalty, and the defensible space changes that move a home into an insurable category.
08/05/2021 · 5 min read
Premium billing becomes a retention engine when agencies map the workflow before automating, frame the non-payment call as service instead of collections, and run a proactive billing calendar that contacts clients before renewals instead of chasing them after a lapse.
08/04/2021 · 5 min read
Smarter premium billing is a retention tool, not just a cash flow lever. Landon shows agencies how to align installment dates with client pay cycles, sell annual-pay discounts on purpose, and turn the past-due call into a service moment that uncovers cross-sells.
07/19/2021 · 5 min read
Run client experience like Disney runs the parks: filter every decision through Safety, Courtesy, Show, and Efficiency in that order. Audit every touchpoint (hold music, auto-replies, renewal calls), build anticipatory service, and use the client's name on every call.
02/03/2021 · 6 min read
Captive agencies grow year over year by working retention as active outbound contact, hiring for capability not capacity, and auditing weekly activity for what actually drives production. Protect prospecting time first. The captive model holds up when the agent stops resenting it.
08/28/2019 · 6 min read
The Wall of Protection is a four-layer policy review framework: liability foundation, property walls, umbrella roof, and life and disability alarm. It redirects rate complaints into coverage conversations, surfaces gaps, drives cross-sell, and turns the client from victim into participant.
08/13/2019 · 6 min read
Turn cold leads into lifetime clients with Nato Guajardo's relationship marketing system: lead with value not a quote, automate follow-up over 90 days while keeping conversations personal, and measure touchpoints and retention, not just policies sold. 97% of leads aren't ready today, but they buy later if you're still there.