MRL #040- "Big League" Account, "Bush League" Agent?

Ok, let me set the stage…

It’s Monday morning.

I just drove 2 hours to meet this guy.

My butt hurts and somehow I still haven’t had my morning cup of coffee.

I take my seat at the conference table.

In walks the owner (who we’ll call Troy) with a massive hawg of a dip in his lower right lip.

Troy’s sporting flip flops and a golf polo.

My kinda guy.

We hit it off, immediately.

I start to slowly peel the layers of the onion back, and after only 30 minutes it becomes very clear this $100M+ Distributor has been grossly under-served.

I lick my chops and try not to visibly drool as we shake hands.

“Preciate your time, Troy. I’ll make a few calls to some underwriter buddies to confirm my suspicions, and get back to you.”

[End Scene]

…

Like last week’s deal, I have no idea if I’ll get the BOR or not.

That’s yet to be determined (Troy’s interviewing multiple agents).

I’m sharing this story with you because it’s the perfect example of why you should chase bigger accounts.

If you’re anything like me, you fall into the trap of thinking…

“Because They’re A Big Account They MUST Be With a Badass Agent, Right?!”

Despite numerous examples to the contrary over my career, I still have a tendency to skip over big accounts.

I wrongly assume that…

“Oh, that’s a huge account… they must be fat and happy with a national firm. No sense in spending too much time on them.”

This week, yet again, that hypothesis was proven wrong.

Keep in mind, this is a $100M+ Distribution company!

During the “due-diligence” process I uncovered the following…

1. The owner has never personally met the agent… ever!

2. For 15 straight years, the agent has always delivered the renewal by phone, on the last day!

3. After making a few “off the record” calls to some underwriter buddies, I confirm the account hasn’t been shopped since 2010!

4. The agent is a two-man shop out in “BFE” two states away!

5. They constantly have certificate issues (often taking 48-72 hours to get issued)!

6. They’ve never received any HR or Safety help whatsoever from the agent!

7. Despite having an EMOD over 1.0, they’ve never had any discussions with their agent about what an EMOD is, how it affects they’re premium, or how to potentially lower it!

[Pause for dramatic effect]

…

…

…

…

…What in the actual *bleep*.

One of these days I’m gonna finally learn…

Big Doesn’t Mean They’re With Better!

I’ve come across similar accounts 4-5 times now in the last couple years…

There must be something in the water.

Because I keep finding…

“Big League” accounts with “Bush League” agents.

How or why these big accounts end up with these guys?

Hell-if-I-know?!?!

All I know is… they do.

No telling how many accounts I have skipped over and missed out on because I assumed - since they were big - they were taken care of.

Moral of the story?

Don’t be me.

Never Assume Anything Just Because They’re Big, Call On Them Anyways!

My guess is…

There’s a few of these under-served behemoths floating around in your neck-of-the-woods too.

All you gotta do is go find them.

Consider this a friendly reminder to “go big, or go home”.

Ok, that’s enough out of me.

You have your marching orders.

See you next Sunday.

Kick ass take names,

Max “Too Scared To Go Big” Revenue

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