Education & Reference, Reference 

Consultative Brokerage®: A Value Strategy is based on real life production success and client retention. Practical, workable, and highly profitable techniques make this book a must have for any producer, sales manager, seasoned broker, or insurance company professional. At a glance the books explains: How to establish a quantifiable value proposition that will attract and retain clients How to establish a business discussion with buyers that will differentiate your firm How to effectively utilize the concept of Total Cost of Risk (TCOR) How to make a quality presentation and stewardship report How to compete exclusively on broker of record letter Filled with over 60 charts and descriptive displays, this material has been over a decade in the making. Now, it is available to help you and your team learn such value strategies as: The difference between price and cost The language of working with a high level buyer How to reveal the real costs in a buyers program. Ways to stop the moving parts of a larger sale When and how to ask for the business Where to find resource capabilities and how to value them - from Amzon