T'was the month before renewals and all through the land,
Not a broker was resting with all of their plans.
The scurrying of marketing, quoting and meetings was all through the air;
Pricing, pricing, pricing was all you could hear.
So many mislead brokers trying to beat their peers;
Little do they know it is not plan design or quoting that their client wants to hear.
Recommended For You
It is that true conviction that you are a good business partner and addressing their needs,
While selling them solutions, while not resorting to please.
So many mistakes they make by trying not to sell,
Or having the lack of being able to tell.
"No Selling" they will say,
Thinking that selling is the worst thing to portray.
I see them trying to accommodate clients by telling them what they want to hear.
But what if they could develop something more sincere?
What is that you say … communication, education and true business solutions is the new way?
I think they will get it some day.
Try to show new services and creative ideas,
Sprinkled with confidence and sold without fear.
A true story I am told
That these traditional quoting days could be over and old.
Where is the broker business headed you say?
Hmm, maybe to those who have sold all the way.
I try my best as the stories are shared
Of many client successes with sales lingering in the air.
Let me help you turn you triumph into gold;
It can be done when the client can be sold.
You could hear as the new breed appears,
Happy selling to all and to all a good year.
Barbara Saxton is president/CEO of Voluntary Benefit Solutions.
© 2025 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
