Hard Market Selling
As the new economy continues to emerge from the rubble created by the current global economic disaster , re-insurers, carriers, and agencies, along with the five million people working in the insurance industry, are scrambling to redefine their place in the market and return to prosperity. Hard Market Selling: Thriving in the New Insurance Era provides them with the tools to do so.
Hard Market Selling guides each reader down a path of self-discovery and performance improvement. Starting with a state-of-the-industry: whatÂ’s right, whatÂ’s wrong, what needs to change, and how the changes will effect the market, the reader is challenged to cast aside traditional, “legacy” presumptions, historical performance benchmarks, and antiquated selling styles and replace them with an innovative, relationship-driven client development and service strategy that promotes value delivery, integrity, and partnership.
Novel as this approach will appear, itÂ’s based on ten years of functional, hands-on field experience. Hard Market Selling is not another “how to” book about the process of selling and servicing products. There are already plenty of those, and none of them effectively weigh in with any remedies for the real-life, day-to-day struggles of the professionals in the insurance industry.
Hard Market Selling brings methods and motivation together in the context of the down-to-earth reality experienced by the average producer, underwriter, account executive, agency principal, and customer service representative. It is an insiderÂ’s guide for survival and achievement within an industry that is rapidly redefining itself.
User Ratings and Reviews
5 Stars Excellent Book and Concepts
In 2005, I had the good fortune to meet Scott Primiano and begin an incredible journey - both personally and professionally. For our business (a risk management consulting company), Hard Market Selling has transformed the way we do business… It showed us how to properly develop referral opportunities and cross sell. It described a structured and logical approach to delivering Value Added Services, and brought us the ability of “Priority Management,” so that we were spending our time on what is titled as “High Payoff Activities.” However, the results speak for themselves. As a company we increased our sales by 250%, and we’re on our way to similar growth in the years to come. We are grateful to the jewels found in Scott’s book and approach to developing companies. Thank you.
Sincerely,
Steve Thompson
President, Aspen Risk Management Group
Author, Workplace Safety: A Guide for Small and Midsized Companies
5 Stars Simply Excellent
Hard Market Selling is a must read for anybody in the Insurance Industry. By far the best book that I have ever read regarding the ins and outs of selling and servicing a book of business. Scott knows his stuff! The book is very specific and offers usable tools, techniques, and strategies for production, differentiation, retention, and providing value.
5 Stars Finally - a book on selling that works!
I’ve read so many sales and service books before - none have been as good and as useful. Hard Market Selling is making me a better producer and a better person. Thanks Scott!
5 Stars A Complete Selling Course In A Book
Hard Market Selling
Our firm just completed a 6 month Sales Training course with Scott “The Dude” Primiano. About 20 producers participated - from 6 newbies to some old timers like me. Scott is a gifter presenter, teacher, coach, friend, encourager, and accountability partner. This week every participant presented their one year game plan to the other participants. These were remarkable - 20 producers with new, detailed tracks to run on.
There is an excitement in the agency that is unlike anything in the past. In June we booked 19 new accounts with record breaking total revenues. Needless to say, we are continuing our relationship with Scott.
The text for the course was this book. You can achieve these kind of results if you apply the principles in this book in a diligent, disciplined way. What are you waiting for? . . . Buy It Now and get on to record breaking sales!
4 Stars It’s about time
It’s about time someone wrote a DEFINITIVE book on sellng Porperty and Casualty Insurance in a tough marketplace.
But hard or soft market aside, Hard Market Selling is a “MUST” book to read, hold, refer to and distribute to anyone in the sales business.
We’ve referred it to our 2500+ insurance agency force…and will keep on doing so, no matter the difficulty of the marketplace.
It is purely and simply the best book I’ve ever read on selling in our industry…or any other for that matter.
Filed under: Insurance Book Reviews