A Bad Previous Agent Might Be Your Best Opportunity

When someone starts telling you how terrible their previous insurance agent was, it can feel like an immediate yellow flag.

Sometimes it is.

But not always.

The better question is:

What actually happened?

In this week’s IA Forward episode, Shane shared the story of a commercial client whose previous coverage had significant issues. The client had barely heard from their agent, the account had been written incorrectly, and there were coverage limitations that could have created a serious problem if a claim occurred.

When the account was rewritten correctly, the premium increased.

The client still moved the business.

Why?

Because the right customer was willing to pay more to know the coverage was actually right.

Today, that account has grown substantially.

Do Not Assume Every Complaint Is the Same

There is a difference between:

“I had some issues with my last agent and I’m looking for better service.”

and

“Every agent I’ve ever had is terrible.”

One may reveal a legitimate pain point.

The other may reveal a pattern.

The only way to know is to ask questions.

A prospect complaining about their previous agency is not automatically someone you should avoid.

Sometimes it is exactly how you uncover a great client who simply needs someone willing to do the job correctly.

Watch the Full Episode