Book description
Consultative Brokerage®: A Value Strategy is based on real life
production success and client retention. Practical, workable, and
highly profitable techniques make this book a must have for any
producer, sales manager, seasoned broker, or insurance company
professional. At a glance the books explains:
- How to establish a quantifiable value proposition that will
attract and retain clients
- How to establish a business discussion with buyers that will
differentiate your firm
- How to effectively utilize the concept of Total Cost of Risk
(TCOR)
- How to make a quality presentation and stewardship report
- How to compete exclusively on broker of record letter
Filled with over 60 charts and descriptive displays, this material
has been over a decade in the making. Now, it is available to help you
and your team learn such value strategies as:
- The difference between price and cost
- The language of working with a high level buyer
- How to reveal the real costs in a buyers program.
- Ways to stop the moving parts of a larger sale
- When and how to ask for the business
- Where to find resource capabilities and how to value them
An accomplished speaker and published author, Rob Ekern is considered
the industry expert and developer of the Consultative Brokerage™
Methodology. With over 30 years in the insurance industry, Rob Ekern is
now the President of C. R. Ekern & Company, which specializes in
establishing a value proposition using Total Cost of Risk (TCOR), Total
Cost of Human Capital™, and Business Risk. For over a decade, C. R.
Ekern & Company provides clients with the tools & education
necessary to differentiate themselves outside the commodity environment.
This is critical to the future success of agents and brokers as buyer
expectations continue to increase. C. R. Ekern & Company works with
a number of top 100 Brokerage firms across North America, collectively
controlling over 400 million dollars in yearly revenue.
