MRL #092- The Tip Of The Spear

This came in this week from long time listener, Joseph:

……..

“Been loving my new agency and not doing the corporate thing. Having a ton of succees. I owe a lot of it to The Producer Playbook. Curious what you think about quoting versus BORing now that im at a smaller agency? Hope ur doing well!”

……..

Thanks, Joesph.

I don’t know Joseph perosnally.

But, we’ve talked a few times on the phone.

As you can see he just switched to a smaller agency and finding success… great!

But, what I want to address in these week’s newsletter is the part where he asks:

“Curious what you think about quoting versus BORing…?”

Ok, let’s start with this:

Whether you’re at a small shop or not, assuming you have all the markets you need to win, when it comes to BORing versus quoting…

Due Diligence Is Always The Tip of The Spear

The question whether to quote or BOR is the wrong question.

Both are just tools in your tool belt.

Due Diligence is the tip of your spear. Once the door has been opened with Due Diligence, you can decide whether it makes more sense to quote or BOR after you’ve done your review.

If you’ve followed us since the beginning you know we’ve evolved on this topic.

In the beginning of Max Revenue we were both hardcode BOR advocates.

Now, our thinking on the matter has changed a bit.

We’re Not Pro Quoting Or Pro-BOR’ing. We’re Pro-Due Diligence

The correct question to ask is “Due Diligence or Blind Quoting?”

Those are the two first movers, really.

You either open the door with the Due Diligence angle.

Or you open the door with the “Hey, can I quote your insurance?” angle.

We advocate for the Due Diligence angle.

The Reason Why The Due Diligence Angle Is Better

Is two fold:

First, it usually produces a better type of client.

Shoppers shop.

Smart, relationship-driven, long term thinking biz owners do due diligence.

Due Diligence weeds out the tire kickers and finds the smart clients.

Second, it requires way less work.

Nobody’s busier than a Sir Quotes-a-lot.

Don’t be that guy.

What you do is valauable, you’re not a vendor.

When you take the Due Diligence angle not only will you attract better clients but you’ll have to do a whole lot less to land them.

I can not overstate to you the amount of time Due Diligence gives back to an agent.

In Closing…

Don’t think “BOR versus quoting”…

Think “Due Diligence versus Blind Quoting”.

Remember, Due Diligence is the tip of the spear.

Quoting and BOR are just tools in your tool belt to deploy once inside.

Ok, that’s enough out of me.

If you want to learn more about the Producer Playbook that Joseph mentioned above here it is.

See you next Sunday.

Kick ass take names,

Maximus F. Revenue IV