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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.


broker and client shaking hands
Taking clients for granted is a common and risky habit

Even satisfied clients require consistent attention. Here's how to keep improving your relationship.

office handshake
Building rapport with clients means getting down to business

Traditional approaches to building business relationships may be wearing thin. Consider taking a...

two men talking
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...

woman with blue folder
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...

outdoor meeting
Win or lose, always ask for referrals

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

man and woman at lunch meeting
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...

man proofreading contract
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...

two men talking behind glass
Stakeholder identification

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