Sales advice: Just get the damn Agent of Record letter!

I was talking to a client who was faced with an opportunity to win an agent of record on a new client paying about $1.8 million in premium which is going to net him $60,000 in revenue. But he was struggling. He was frustrated because they wanted to hire him but stick with their big name insurance carrier and he wanted to sell his new strategy. So he was in a dilemma. He didn't know what to do. Do I accept the OR because they don't want to do what I want to do, they don't want my strategy, they just want to hire me. And I said listen, if you are going to deny yourself a shot at $60,000 of revenue because you want to sell your strategy, hate to tell you you're being kind of ignorant. You see the best way to implement your outside the box strategies is to do them with people who already trust you. They're called clients and the only way you can make people clients is by getting the agent of record.