Part 5 of a 5-part micro blog series from Dave Chiaverini, CIC, AAI, Business Insurance Executive, McConkey Insurance & Benefits
Somebody asked me why I rarely, if ever, lose clients. I feel very fortunate for that, but it goes beyond just working for a great firm. And it goes further beyond luck.
Reason #5: Not always fun and games
As important as it is to have fun along the way, it is equally as critical for me to provide counsel to my clients. As we get to know each other, I get to learn more about their operation. This allows me to pro-actively provide specialized recommendations, backed by thorough yet understandable information based on our industry’s best practices. Insurance for many people can feel overwhelming and confusing. I make it a priority that my clients are informed and connected with the process so they fully comprehend how I came up with our recommendations and why they matter to them specifically.
Reason #4: Our clients come first.
For me this means I am personally there for them 24/7. Claims don’t always happen during normal business hours. To help set me apart I encourage my clients to call, text or email me anytime they have an issue. When a loss takes place, my clients have enough to worry about. I want them to think of me as their point person, so I can use my resources to get the process started in a timely manner. In the end, I put my clients at the center of decision-making and stay as accessible as possible every step of the way.
Reason #3: We strive to understand our clients’ business.
Any insurance agent can take pages from a policy and generate a quote. However, it is critical for me to understand the inner workings of a client’s organization. By doing this through site visits, a thorough risk analysis, and actual in-person meetings, I learn my clients’ day-to-day operations, which allows me to identify not only their exposure to risk, but their strengths, weaknesses, opportunities, threats and challenges my clients face.
Reason #2: We get to know our clients as individuals.
To me, my clients are not just a policy number or an email address. I get to know them personally and enjoy hanging out with them. Sure, understanding someone’s personality makes good business sense, but it’s imperative to also get to know them as a person. Having fun along the way is important to me and allows me to take the relationship to another level.
Reason #1: We have a unique service model.
Our success is mostly driven from within, which in turn fuels our higher than normal client retention. Unlike most insurance agencies, we work as a team. That means I bring more than just myself to our client’s relationship. Based on the intricacies and complexities of each particular client, we build a team who is most well-versed in particular coverages, industries, risks, etc. My clients are treated and viewed as more than just clients. When they partner with us, I advocate for them.
If you are looking for an unmatched service platform where we could help each other grow and have fun along the way, then we need to talk!
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