It’s easy to take for granted the things we value the most. This is especially true with relationships, including the relationships we have with our best insurance clients.
In 1988, the long-haired, shrill sounding rock band, Cinderella, released the song, “Don’t know what you got until it’s gone.” If you are a fan of metal ballads from the 80’s this one will bring back memories. Although this song was about losing a lover, the message holds true for insurance agencies losing their top clients as well.
Have you ever had a “lifetime” client that you assumed would never leave, and then unexpectedly moved their business away from your agency? As an agency coach, I see this happen too often and I have also learned this the hard way from my own personal experience.
Midway through my insurance production career, I wrote a $15,000 revenue account for several years. We had a...
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