I recently had the privilege of working on a client's insurance program after they accepted my offer for a free review. Their program included multiple classes of risk, such as property, liability, motor, and cyber insurance. My approach was to deliver the best possible Valuable Person (VP) experience, which means communicating effectively, listening actively, asking the right questions, and delivering on promises. Simply put, it means doing what you say you will do.
Phase 1: Collecting Information
Gathering the necessary information was tedious, but as they say, the devil is in the details. The person I worked with was diligent and appreciated my thorough questions and follow-ups. During our initial Teams meeting, the feedback was positive—they found the advice insightful and educational. This confirmed that I had successfully completed Phase 1: Clear, concise, honest, and timely communication.
Phase 2: Market Approach
Next, I approached the market to find the most suitable cover for their risks. Casting the net wide ensured that no option was overlooked. Although the risk was complex and I received many declines, persistence paid off. Through time and skill, I negotiated the best possible terms for the client, successfully completing Phase 2.
Phase 3: Presentation and Travel Adventures
Presenting to the client was the next step. I booked a 6 am flight for a 10 am meeting, but I was bumped off the flight, which also affected my return plans. However, I adapted quickly, took the next flight, pushed the meeting to 12 pm, and ended up with $200 in flight vouchers and meal vouchers—what seemed like a problem turned out well.
Despite initial nerves, the meeting went smoothly. Identifying and presenting coverage gaps can be daunting, but honesty and transparency are crucial. I believe that open, human-level conversations far outweigh the discomfort of discussing premium increases and risk exposures. Reading the room and engaging the audience is vital to ensure active participation and understanding. The site inspection tour helped me better understand their operations and risks, further building our relationship.
Phase 4: The Waiting Game
After the meeting, I felt confident yet unsure of the decision. Reflecting on the experience, I knew I had given it my all. Sometimes, that's all you can do.
Phase 5: The Decision
Three days later, I received a call from the client—they decided to switch to Broad Risk. The excitement and pride I felt was indescribable. This success reinforced an important lesson: to add value, you must give it your all from a human perspective, regardless of the outcome.
Conclusion
This experience highlighted the importance of dedication and a people-centric approach. At Broad Risk, this is what you can expect from me and my team. We are committed to providing exceptional service and building lasting relationships with our clients.
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