Account development tips for brokers

Our series of tips for Select Brokers® highlights opportunities to help grow your customer accounts.

Companies operate in a constantly changing environment. And almost every change can become an opportunity to discuss risk management and insurance needs. The key is to focus on what customers and their organizations are experiencing.


May 8, 2017 | Broker resources

Admitting your mistakes is crucial step in crisis management

How you address and react to professional mistakes can have a major impact in your relationships with customers

April 5, 2017 | Broker resources

Six cost factors to consider when pursuing a new business client

Price isn’t the only criterion customers use to evaluate the cost of doing business with you. Does your value equal or exceed that cost?

March 14, 2017 | Broker resources

Win or lose, always ask for referrals

Requesting a referral for new business prospects with existing and prospective customers can deliver key sales opportunities.

February 2, 2017 | Broker resources

Making a good impression makes good business sense

Any and all contacts with a current or prospective customer should be treated as a valuable business opportunity that can either enhance or...

January 9, 2017 | Broker resources

Bank on it: Financial statements can give brokers an edge

Knowing how to interpret a financial statement can give you valuable information about a company’s insurance and risk management needs.

December 7, 2016 | Broker resources

Stakeholder identification

It can be a mistake to assume you know who is making the final decision on important buying matters. Further investigation is often...

November 1, 2016 | Broker resources

Absence management

Employee absence is an ongoing challenge for organizations of all sizes. When workers are absent, productivity can be compromised, customer...

September 2, 2016 | Broker resources

Expansion via the web

Expansion via the web offers opportunities to grow your accounts.