The Danger of Clients Demanding Unpaid Value
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If a policy can't support the value expected by the client, something has to change.
It doesn't matter if it's the policy (see commission) or the client. Giving away foolishly unsupported value will have you cleaning out your office faster than a custodian with an abnormally small bladder.
Before you start throwing hard objects at your computer screen, the type of unpaid value we're talking about is consistent and expected during the lifecycle of a policy. Or, again, foolish. That doesn't include going above and beyond when the circumstance demands it.
That's what Joey talks with Brandon Tritten of MB & Associates about today and the focus and determination needed to stay true to the way you want to attract and retain business.
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