Consultative Broker Briefing




	Rob Ekern's Book - "Consultative Brokerage®: A Value Strategy - Featuring TCOR" is now available from National Underwriter!

The Consultative Broker™ Briefing
Volume IV, Number 15
A Free Publication of C.R. Ekern & Company
888.670.1177
www.crekern.com
Copyright, C. R. Ekern & Company, 2002

"Consultative Brokerage Kudos"

Some of you are receiving the Consultative Broker Briefing for the first time. Welcome Aboard! C.R. Ekern has published the Consultative Broker Briefing for the past eighteen months. It is currently distributed electronically to over 3,000 insurance brokerage professionals and read by many others (via electronic forwarding.)

The Consultative Brokerage Briefing is dedicated entirely to helping you attract and retain upper middle market revenues. Each edition will bring you ideas, concepts, and proven techniques that can effectively position you as a Consultative Broker. Remember, it is not about the insurance, but rather your value.

One of my true joys is the feedback I receive from many of you. Over the course of the last several years, I have been privileged to hear how Consultative Brokerage has changed many people’s business lives. While most of the comments are property/casualty related, I thought you might be interested in reading one of the recent comments we received from a Health Broker:

“I met recently with a major Hospital on their Health and Dental Plan renewals. I was concerned about the possible tone of the meeting with their Senior Vice President & CFO. He is a tough, no nonsense businessman, coming from a large healthcare system.

When he arrived for the meeting, I could detect from his body language that he was just as tough and difficult as I had heard. I used the Consultative Brokerage/TCOR approach to acknowledge both the visible and invisible costs and provide him with strategies to manage his cost of risk. He was visibly relieved to see that we knew his plan well and had done our homework in all areas relating to his Employee Benefit Programs. Using this approach, within fifteen minutes it became a joint work in progress and solidified our position as their Employee Benefit Consultant.

The meeting was a great success, lasting almost three hours. It has been a very long time since I enjoyed a client meeting so much and came away from it energized. As a result, not only did we place the renewals, we also obtained additional revenue opportunities.”

That a way, Tiger! By practicing Consultative Brokerage, professional brokers can position themselves in a unique value proposition. Always remember that clients and prospects judge your value by your ability to reduce their costs. The best way to do this is by providing resource capabilities.

If you keep reading, we will keep talking about ways to continue doing just that!

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.