The Consultative Broker™ Briefing
Volume III, Number 9
A Free Publication of C.R. Ekern & Company
888.670.1177
www.crekern.com
Copyright, C. R. Ekern & Company, 2007

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“Consultative Brokerage for the Dog Days of Summer”

These are the “Dog Days of Summer.”  A successful broker understands that just because the weather is warm, the opportunities are not cold!  Unfortunately, many marginal brokers/producers allow their production to take a vacation for sixty days between July and August.  They believe that nothing will happen between now and Labor Day.

The successful Consultative Brokers know better.  They understand that issues, problems, and opportunities do not take a vacation for sixty days.  They are prospecting throughout the Summer, looking for accounts that have “outgrown” their current broker.  The successful brokers understand that now is the time to begin positioning themselves for year-end opportunities.

So, if you are interested in developing quality year-end opportunities, here are some things to consider:

1. Use the summer-time activities as a tremendous way to build and strengthen relationships.  These relationships will be critical later in the year when you ask to be appointed as the broker.

2. Look for accounts that require high service.  Chances are that if the holding broker is on a sixty day vacation, these accounts may be neglected.  It is a perfect time for you to demonstrate your “year round” capabilities.

3. Do not allow yourself to be put off until after Labor Day.  If you let this happen, you will simply be one of several brokers “working” on their account in the Fall.  You should offer to buy them a sandwich simply as a get acquainted session.

4. Most of you have just emerged from one of the most difficult renewal seasons in many years.  You have amassed market intelligence that is fresh.  Now is the time to contact year-end prospects for the purpose of providing them a “marketplace report.”  Chances are that you will be providing information that their current broker is afraid to tell them.

5. August is a great time to plan a seminar for clients and prospects to be presented in October.  Consultative Brokers know that Seminar Selling is one of the “Five Pathways to New Business.”  Plan them in August, and reap the gold in the Fall and Winter!

6. Use part of this slow period to plan your production and identify quality prospects for the coming year. 

Successful Consultative Brokers do not allow their momentum to be stalled by the Dog Days of Summer.  They recognize that extra efforts at a time when many competitors are sleeping will give a significant boost to their production throughout the next year!

Best regards to all Consultative Brokers,

Rob Ekern
President
C.R. Ekern & Company

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Consultative Brokerage® Techniques are utilized by agents and brokers across North America in the development and retention of upper middle market revenues.  The Consultative Broker Briefing is delivered electronically free of charge to selected agents, brokers, and other insurance professionals across North America.  To subscribe to The Consultative Broker Briefing, please click here.

Copyright 2007 C.R. Ekern & Company