At the beginning of every renewal meeting, I share the following with my client: “Today our goal is to give you enough information that you feel empowered to make a decision. We want you to feel as though you have what you need to be confident that you are making the right decision for your organization for the coming year.”
Time and time again, an incoming client will share that they always felt like they were being sold to by their previous broker. The “last guy” came off as a peddler of products with mouths to feed, and although they were knowledgeable, they rarely took the time to help the client fully understand and feel supported during renewal season — or throughout the year, for that matter.
