{"product_id":"9781938130182","title":"Consultative Brokerage: A Value Strategy","description":"\u003cp\u003eConsultative 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: \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003e How to establish a quantifiable value proposition that will attract and retain clients \u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003e How to establish a business discussion with buyers that will differentiate your firm \u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003e How to effectively utilize the concept of Total Cost of Risk (TCOR) \u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003e How to make a quality presentation and stewardship report \u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003e How to compete exclusively on broker of record letter \u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eFilled 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: \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eThe difference between price and cost \u003c\/li\u003e\n\u003cli\u003e The language of working with a high level buyer \u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003eHow to reveal the real costs in a buyers program. \u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003e Ways to stop the moving parts of a larger sale \u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003e When and how to ask for the business \u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003e Where to find resource capabilities and how to value them \u003c\/li\u003e\n\u003cbr\u003e\n\u003c\/ul\u003e","brand":"National Underwriter Company","offers":[{"title":"Default Title","offer_id":47181001359600,"sku":"9781938130182","price":68.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781938130182_p0.jpg?v=1763662730","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781938130182","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}