How to Avoid Nightmare Clients

If you end up writing a new piece of business with somebody who is not like you, there's a very real chance that becomes a very difficult client. The faster you can help a producer define the type of buyer they're gonna go after, the faster you're gonna help them succeed. And when we look at ideal buyers, we really break them down 2 ways, demographics and psychographics. Got demographics, things like industry, location, the size, number of lives if you're selling benefits. But psychographics are, are even more important. Who is the buyer between the ears? What are stand for? What do they believe? What do they believe about insurance? These are all important things when you really help a producer lock in who their ideal buyer is, because we do business with people like us. It is that simple. So you have to help your producers identify their ideal buyer.