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How to be a great broker consultant

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How to be a great broker consultant

  1. 1. The B asics for B eing a B rilliant B roker Consultant B 4
  2. 2. Time/Timing and Timeous – The Three T’s of the Top BC <ul><li>Never be late – if you are late, which should never happen – compensate don’t make an excuse! </li></ul><ul><li>Always inform as soon as you know – never, ever, ever postpone the sharing of information </li></ul><ul><li>Respect your own time – PLAN </li></ul><ul><li>Respect your broker’s time – PLAN </li></ul><ul><li>Time your marketing efforts to fit in your broker’s plan – not in yours </li></ul>
  3. 3. Speed… <ul><li>The faster the broker knows, the better (Your product, the outstanding requirements etc) </li></ul><ul><li>Teach your broker the systems and speed is doubled – he knows and you don’t have to repeat… </li></ul><ul><li>Use technology wisely! </li></ul><ul><li>Well organized means speed as no time is lost on finding/finding out/reacting and hoping to find </li></ul>
  4. 4. Knowledge: <ul><li>The broker must know your PRODUCTS – By heart – you sell what you know! </li></ul><ul><li>The broker must know your Application form – You sell on the paper you understand </li></ul><ul><li>The broker must know your weekly planner – to be aware of where you are at all times </li></ul><ul><li>The broker must know about new initiatives, launches and training – and be constantly reminded - The more he/she is in your office – the less he/she is with the competitors </li></ul><ul><li>Know and counter competitor products </li></ul>
  5. 5. The Relationship Rumor… <ul><li>“ We are in a people business” </li></ul><ul><li>“ Relationships are everything” </li></ul><ul><li>“ Etc etc etc” </li></ul><ul><li>The above is what everybody says. Bullsh.t. </li></ul><ul><li>We are in the Experience Business – Creating the Experience of co-operation and growth of business for the broker – we are in a TRUST business. Period. </li></ul>
  6. 6. The Resource Reality <ul><li>Liberty has the greatest resources – KNOW THEM AND USE THEM – Daily…Hourly if you can… </li></ul><ul><li>Your Regional manager – invite him and use him (or her). Your manager. Your SDA team. Your Colleagues. The Hubs. The branch secretary. The underwriters. The works! </li></ul>
  7. 7. Manners matters most… <ul><li>Always thank the broker and the client for a big case…give a corporate gift. Ensure the client and broker feel great about investing in Liberty (and in you) </li></ul><ul><li>Always know the broker’s (and if in a good relationship his/her significant other’s) birthdays etc. </li></ul><ul><li>Always be understanding but never crawling </li></ul><ul><li>Share… (Like you learnt in kindergarten) </li></ul><ul><li>Hold hands in traffic (Like you learnt in kindergarten) – be there in the difficult times – this gives you the right to be there when it’s going well </li></ul>
  8. 8. Be an Idea-factory <ul><li>Your broker needs ideas – be his/her trusted resource </li></ul><ul><li>Find out what your colleagues and competitors are doing (that is reaping rewards), improve on it, personalize it and USE IT DAMMIT! It’s working isn’t it – don’t be a copycat – originalize what you’re copying! </li></ul><ul><li>Assist your brokers in making inroads into their databases, files and target market. </li></ul><ul><li>Make sure they understand that great ideas started with you. Then make sure they tell others that it started with you. Then tell them that it started with you. And that there are more where those came from… </li></ul><ul><li>Make idea-generation-and-sharing part of your business plan! </li></ul>
  9. 9. Directionless is Disastrous <ul><li>Know where you are heading and who you’re going with </li></ul><ul><li>Understand what makes your broker tick – and make him/her tick </li></ul><ul><li>Celebrate milestones – and make sure the broker understands your achievements! People like to associate with successful people. </li></ul><ul><li>Your business plan should be your guide, not the paper-base cover for your backside – live it or leave it. </li></ul><ul><li>“ If you do not know where you are going, any road will take you there…” </li></ul>
  10. 10. Summary for success… <ul><li>Build and keep Trust </li></ul><ul><li>Build and nurture relationships </li></ul><ul><li>Grow business – </li></ul><ul><li>Grow together </li></ul><ul><li>Make information fly – directed and fast </li></ul><ul><li>Love your job, with passion, and more passion! </li></ul>

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