You're Too Focused On NEW Business To Create Growth
Over the last few years, I have found that some brokers are too focused on writing new business to create growth instead of building off existing business.
You're so focused on writing new business that you're not looking under the hood of your existing book to find out if you're rounding it out and adding value to all the employees, not just the full-timers.
There are a lot of industries that have low-income full-time employees that can't afford the major medical plans being offered. And the part-time and seasonal employees are offered nothing!
So, the first question I want to ask is: Do you believe that creating agency growth must be done only by writing new business?
Are you and your team doing a good job of looking at your existing clients to ensure that EVERY employee has affordable access to care? Not just the full-timers that can afford a major medical plan, but are you ensuring that everybody does?
Do you believe your clients would hesitate to add additional health plans to the portfolio they’re already offering?
I'm asking this last question in particular because I believe many of you know that there are solutions out there, but maybe you don't feel comfortable speaking about them. You're unsure how to position them or how to have the conversation with your clients.
You might believe that adding another health plan will just add additional workload so you’re not even open to the idea.
The solutions that are available these days are so well designed that they don’t really add additional work to your account manager's plate or your client’s plate. What they do is help you solidify your relationship with your clients, making your business very sticky, and enables you to grow your business organically.
These are all great questions to ask yourself because if you're not looking under the hood of your business, you may be missing out on some valuable growth opportunities.
Please get in touch with me. Share your answers to these questions. I’d love to have the discussion with you so we can work together to help you grow and protect your book of business!