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Last week, I walked into a prospect’s office for a first meeting. I hadn’t even unzipped my briefcase before the owner hit me with:
“So, what do you need from me to give me a quote? And, I’m not signing any BOR letter, or whatever.”
Boom. Cards on the table.
He drew a clear line in the sand before I could even ask my first discovery question.
If this feels aggressive, it’s because it is. But it’s also completely normal. Business owners get hounded by insurance agents every week. They already have an agent, so to them, you’re just Agent #14 on a very long, very exhausting list.
When backed into this corner, most producers default to one of two classic blunders:
The Aggressor: You push back too hard, argue with their premise, and immediately piss off the buyer.
The Pushover: You squirm, fold like a lawn chair, and agree to quote.
Rewinding back to my meeting, by the end I walked out with a commitment to do due diligence and an agreement an agent selection process was the right move for them.
How did I do that?
How do you hold your ground when backed in to the “quoting corner” without starting a fight or becoming free labor?
Remember “LEES”.
