No matter how long you’ve been in the BGI Family …
If you’re an Insurance Agency Owner, you have heard me say time and time again the real business that you are in IS NOT the Insurance business. The real business you are in is the RELATIONSHIP BUSINESS.
The RELATIONSHIP BIZ is about building and maintaining relationships with your customers, prospects, and centers of influence.
And to achieve the highest success, we must focus on having RELATIONSHIP BUILDING SYSTEMS and processes in for daily operations, sales, marketing, and building your winning team.
Remember, success isn’t really guaranteed if we do these things. I mean, we do have to sell and service our products so that we can build a successful business. But, we must first learn to find a balance between building relationships and building our businesses.
Building relationships doesn’t have to be difficult or time-consuming. With today’s technology, and our own media (Email, direct mail, agency newsletter, your own direct response website, books, whitepapers, text, phone, social media, etc.) we can make our businesses more effective. All we need to do is use it!
There are so many different ways to communicate so there is no reason why we shouldn’t be staying in touch with clients regularly. Now, I am not talking about texting or calling them every single day, but reaching out to them on a regular basis using different media to ADD VALUE to grow a relationship.
The BIGGEST MISTAKE which 95% of Agency Owners make in their communications to customers and prospects is only talking about Insurance. Boring. Sales pest, not a welcome guest.
So how can you keep your clients happy?
You have never been taught how to communicate with your clients other than “trying to sell them something.” My approach to adding value is give give give give give really good information to stack the trust, and then ask for more business.
This has served me and a couple thousand agency owners very well over the years and it will continue to grow as long as the AGENCY OWNER is in the RELATIONSHIP business, and I don’t see that changing in my lifetime.
Want to learn more about building relationships with your clients, prospects and centers of influence? Email [email protected].