Insights from the field
For those selling personal insurance solutions, commitment from high net worth prospects can be tough to come by. But it’s not impossible. The HNW prospects we speak with continue to articulate that they want counsel and advice on new insurance solutions, but they're not getting it in the way they want it. From our research, high net worth individuals value three things deeply:
So in your HNW prospecting efforts, the approach needs to be more than dialing for dollars and a reliance on COI referrals. The competition does this. Rather it needs to feel and sound like an intentional process that's tailored toward a client type, with a hypothesis or insight in mind that your prospect would likely find valuable. In a way, it’s about knowing more to mean more – a process that leverages your own "issue fluency" to start a conversation.
Want more? Please visit www.billwaltonsalestraining.com and download our newest Whitepaper on prospecting in the High Net Worth Segment or reach out to Bill Walton at firstname.lastname@example.org.
January 31, 2020: Bill Walton Sales Training conducted an Executive Briefing on Trends in the Insurance Brokerage Industry with a focus on organic growth. Insurance Brokerage is bracing for change – impact economy, M&A, Insure-Tech disruption, demographic shifts, and personalization. Agencies need to balance the need to deliver value consistent with client expectation and organically grow at the same time. Leaders in the space joined Bill Walton for a briefing on how the best in Insurance Brokerage are balancing the need to grow while investing in their practice and equipping their people to compete. Click on the video below to watch the replay view with Bill Walton, President of Bill Walton Sales Training.
For more information regarding this Executive Briefing or for programs to help you grow in 2020, contact Bill Walton at email@example.com or visit us at www.billwaltonsalestraining.com .
Bill Walton Sales Training has over 60 years of collective Fortune 500 company experience in Sales, Sales Training and Field Sales Management. Our specialty is preparing individuals and organizations to present their value propositions in a way that results in higher close ratios. Our team are un-blurring the lines of differentiation between their client's fiercest competitors.