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More posts by Jonathan Hudgens, RHU, REBC
I’ve recently noticed a substantial increase in the number of agent of record (AOR) letters obtained by many of the agents with whom we work. You might be surprised by the ways they say they’ve obtained them:
Have a plan: “I showed them my proposed ‘service schedule’ and included specific dates I would return to meet with their employees…if they decided to allow me to serve as their agent. Their current agent had never done anything proactive like that.”
Ask for referrals: “It was easy! I asked one of my best clients for a referral, and he offered to introduce me to two of his best clients. I’ve never asked for referrals in the past because it made me feel uncomfortable. One round of golf later and I had two new clients.”
Be reliable: “Last year I wrote the critical illness coverage for this group. At that time, they also asked me to replace their current group health agent. I actually told them no…and that they should first make sure that I delivered on the promises I had already made to them on the critical illness policy. I made sure I did what I said I would do….and this year they begged me to service the group medical and ancillary coverage.”
Just ask: “I just knocked on the door, met with the decision maker, and asked for the business. They told me yes because they hadn’t seen their current agent in almost a year. Doesn’t always work like this…but it did this time.”
Send a letter: I also met a young agent several years ago who picked up quite a few AOR letters just by sending a letter similar to this one to prospects.
If you need help with ideas, or you have a group you want to try any of these ideas on, contact your Cason Group Sales Representative.
Connect with Jonathan on LinkedIn.
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