Have you ever wondered if insurance agents should play the long game or just hit the immediate pain points? ✅ Join the Insurance Growth Masterclass: https://masterclass.insure✅ For daily insights and ideas on peak performance: https://www.instagram.com/ryan_hanley/✅ Hire me to speak at your next event: https://ryanhanley.com/speaking✅ Nick Aube's LinkedIn: https://www.linkedin.com/in/nick-aube/** More about this episode **Our latest conversation tackles this nuanced debate, revealing why addressing the specific need that prompted the client's call, such as providing workers' comp for that budding business owner, might just be the key to unlocking long-term loyalty.We also discuss how to strategically round out accounts and upsell down the road, challenging conventional sales wisdom and underscoring the importance of customer-centric service.Have you been curious about the Broker of Record (BOR) process and how it can streamline your insurance dealings? We break down the tactical advantages of this single-broker approach, demonstrating how it can give prospects a powerful incentive to choose you, the broker capable of surveying the entire market for their needs.In a candid exchange with our guest from Producer Systems, an expert on producer systems, we explore how loyalty can shape underwriters' perceptions and the significance of educating clients on market behavior for their benefit.Wrapping up this episode, we share real-world insights into the art of differentiation and positioning in the sales process. We tackle misconceptions and insecurities about the BOR process, emphasizing the need for proper documentation and the importance of re-underwriting to sidestep the pitfalls of inheriting predecessors' blunders.We wrap up our episode with a focus on prospecting for better results, encouraging an abundance mindset for more successful outcomes. Our conversation with the Producer Systems expert is a goldmine for those looking to refine their sales approach, and as always, we encourage continued dialogue on LinkedIn with us and our esteemed guests.Learn more about your ad choices. Visit megaphone.fm/adchoices