The relationship between an insurance agent and a client is a two-way street. When we talk with clients trying to determine if they want us to handle their insurance program, we are interviewing them as well. In my humble opinion, too many clients think insurance agents want to write every piece of business available and that we should be thankful for every call regardless of how last minute it is. The truth is professional agents who conduct business wisely are as selective about their clients as the clients are about them.
We, as agents, understand the importance of insurance because we have seen the terrible results of not being protected. As they say, “you can’t make this stuff up!” I don’t have to make up stories. I get stories every day in my agency. Accidents happen and change lives forever. What makes the conversation about coverage and premium difficult for insurance agents is that the difference between good coverage and bad coverage is usually only a few dollars. Seeing people make bad decisions due to an extra $20 a month is tough. As my good friend, Tammy White, says,“ Penny wise, pound foolish.”