Working with a prospect for nearly a year, Lisa had found important issues with their insurance program and demonstrated she could get better coverage at a lower cost, yet they still hadn’t made the client relationship official. With a Category 5  hurricane on its way toward their manufacturing facility and a renewal date fast approaching, moratoriums were being issued by insurance carriers that would not allow insurance to be purchased and they were at risk of losing coverage right before a major storm.

Although it would mean losing a sale after investing a year of her time, she was worried about the consequences and strongly urged them to renew with their current broker before time ran out. Explaining the urgency of the situation, the prospect continued to delay making a decision, yet made it clear that Lisa was his first choice and the guilt of firing the other broker was getting in the way of acting. A few more words were exchanged before Lisa read the situation and decided to take her last shot. With calm determination, she told the prospect, “Just sign the f*cking paper”. 

That evening, Lisa secured her first insurance client and began a long-lasting relationship with a very happy buyer.