How does consultative brokerage affect the relationship between the buyer and the seller?
Consultative Brokerage changes the relationship between these two parties. Traditionally insurance brokers sometimes work in an adversary relationship with their prospects and even clients. This adversarial relationship occurs when they enter into the traditional “transactional purchase.” Rather than make the relationship about the product, a Consultative Broker demonstrates to the buyer how they help the buyer reduce their costs on their balance sheet. All parties understand that in many cases the insurance premiums are the smallest part of the buyer’s costs.
