Consultative Brokerage

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 Additional ISBNs1938130871, 9781938130878Consultative Brokerage is written by CR “Rob” Ekern and published by The National Underwriter Company. ISBNs for Consultative Brokerage are 9781938130182, 1938130189 and the print ISBNs are 9780872187375, 0872187373. Additional ISBNs include 1938130871, 9781938130878.