Category Archives: Client Value

If it’s all about price, what value have I demonstrated?

Posted on June 21, 2012 by

I am trying to work out why I’m so offended that one of my prospective clients is playing my quotes off against those he has obtained from another adviser. I am speaking to this client (a fast growing business) because … Continue reading →

Posted in Attitude, Buyer Behaviour, Client Value | 4 Comments

The Cheapest Solutions / The Best Solutions

Posted on February 5, 2012 by

It is all to easy to jump to conclusion that cheap is what buyers want. When it comes to insurance, cheap can often (but does not always) mean cutting your nose to spite your face. It’s great when value also … Continue reading →

Posted in Buyer Behaviour, Client Value | Leave a comment

Peace of Mind. What’s it worth?

Posted on January 16, 2012 by

Like my clients, I too have life and disability insurance. If I didn’t believe in it, there is no way I could be so passionate about the topic let alone recommend it to my clients. Whether or not it ‘makes … Continue reading →

Posted in Client Value | Leave a comment