The most successful Advisors have found ways to develop long-term relationships with Prospects, built on a foundation of:
- Professional Competence
- Ethical Communication, and
- Mutual Trust
Far too many multi-line Advisors miss opportunities to build Trust unless they discover what’s important to the Prospect before they present a product or service. This mistake often creates expensive gaps or overlaps of coverage and misunderstandings undermine the Prospect’s confidence in the Advisor.
Most Prospects have preconceived ideas about the kinds and amounts of insurance they should consider but they fail to buy adequate protection because they don’t know how to manage risk.
The RMI approach motivates the Prospect to:
- Value your insight and advice
- Manage risk, based in their unique needs, and
- Buy all the insurance coverage they want and need.
