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 20
A Free Publication of C.R. Ekern & Company
888.670.1177
www.crekern.com
Copyright, C. R. Ekern & Company, 2002

"A Cup of Christmas Cheer"

As a working broker, I must admit to having a very hazy memory of many holiday seasons. Frankly, the Christmas Season was usually taken up with large year-end renewals. Some years, after wolfing down a Christmas Day dinner, I would actually go back to the office! (Ba-Humbug!)

During that time, I really wish I had the knowledge that I do today. My life would have been completely different, and I might even remember some of my family gatherings. But not me, no, I was too busy solving crisis after crisis. After all, the Christmas Season was for others, not insurance brokers. Except for underwriters - they always seemed to take the Christmas Holidays off!

Once I learned Consultative Brokerage however, my professional life took a turn for the better. Christmas actually became a time of joy, and the New Year was more than a January 1 expiration date. Here is my cup of “Christmas Cheer” to all of you Consultative Brokers toiling under the yoke of year-end renewals:

Know your value. Throughout the year you were able to demonstrate the impact of your efforts to clients. Because of this, many of your best clients are comfortable.

Trust your instincts. The marketplace is still unsettled in some areas, especially excess coverage. This is the time that your experience will help you see the alternatives.

Lighten your load. Not every renewal is on fire. Put the smooth ones to bed ASAP with the least amount of turmoil. Save yourself for the bigger issues.

Keep an eye out for “sleeper deals.” There are some brokers that have not worked as effectively as you. Therefore, some of their clients are highly frustrated with their non-responsiveness. These frustrated clients can become your Christmas Plums when they drop into your lap on Broker of Record!

Have a wonderful Christmas Season and a great New Year. While the past year continued to present a number of marketplace challenges, as Consultative Brokers you have prospered along with your clients. We are looking forward to being with you throughout all of 2003!

Happy Holidays 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.