|
|
|
|
|
|
|||
 |
|
|
User CommentsPost your comment |
|
| Sponsored Links | PHONE+ Magazine Announcements |
We typically have a little closer relationship with our customers than the carriers or the folks working for the carriers. It is easier to get close to someone one-on-one than it is with a third party present. I could see opportunities existing in larger or more technical sales where a unified front would be beneficial. However, at the end of the day, the agent's model is usually one of carrier neutrality and doing what is best for the customer; therefore, the agent and carrier can have different agendas when it comes to renewals.
Typically more successful if worked jointly. At least from a Master Agent perspective.
It really depends on what type of "help" you refer to. Help in managing when clients we have activated are coming out of contract, assistance in performing the transaction is fine (for VAR reps who are road warriors) or even calling my clients to clarify something with an order. If the master agent is unwilling to do anything involving direct contact with the client, it can add hours and possibly days to the completion of an order. (i.e. credit card failed, master agent calls sub-agent and sub-agent is unavailable for hours due to appointments scheduled and by the time the sub calls the customer, gets the required information clarified and re-submits to the agent, it may delay the order). Collaborative efforts should be made when it benefits the client and the sub-agent. The masters should be willing to support the subs in whatever way necessary to maximize the selling model.
Typically, we prefer to work renewals ourselves as the agent usually has a working relationship with the customer. In addition, since pricing can affect commissions we prefer providers not offer customers some new pricing that may reduce commissions without first discussing it with the agent. If a provider is going to be involved, we definitely prefer the provider to work back through the agent to the customer.