By Molly Mulebriar
“Daddy, what do you do for a living?” asks the son. “I destroy relationships” says the daddy.
Heath insurance is not a created sale, it’s a replacement sale. An example of a created sale is knocking on a stranger’s door who’s not expecting you and selling a vacuum cleaner they can’t afford.
A replacement sale is expectant. One health insurance policy replaces another. It’s about destroying relationships and creating new ones.
The advantage is to the competing broker who has nothing to lose and everything to gain while the incumbent broker has everything to lose and nothing to gain.
Spending time and effort defending one’s business interests leaves less time to acquire new business. It’s much more profitable destroying relationships than maintaining existing ones.
