OBJECTION HANDLING

TIME OBJECTIONS

Too busy to meet

Just renewed

Completely understand. Would the first or second week of September work? I am free on the 18th or 19th?

That's perfect - moving the conversation about Risk away from the conversation about Insurance is often the best strategy. Are you free on the XXX?

In an LTA

That's fine. I don't want to talk about insurance and we often find we add most value away from this transaction. In addition, the LTA being set obviously means your broker feels they have secured the very best deal which we can check for you. Are you free on the XXX?

I'm away on holiday / out of country / can you call when I return...?

Completely understand. Instead of me chasing when you return, can we pencil a date in whilst I have you - are you free on the XXX?

I'M HAPPY

I'm happy with my broker

That's great to hear. I really don't want to focus on the 'broking' and insurance, but instead give you some insight into how your peer group are financing and managing risk. We often advise alongside an existing broker. Are you free on the XXX?

I've just gone through a review so no need to meet

Completely understand. My intention is not to get you to change broker or go into a review exercise. Simply to start building a relationship and giving you insight into the ways your peers are managing and financing risk. Are you free on XXX?

We've been with the broker for X years and the Chairman has a relationship

Completely understand. We often work alongside an existing broker, using the data we have, the benchmarking and modelling capabilities to add value. Clients in similar long-term relationships often value this information which helps to drive new ideas and highlight if they are really getting value for money. Are you free on XXX?

BAD EXPERIENCE

I was with you in 1925 and didn't like you / I met with Joe Bloggs and didn't get on with him / etc.

That's a real shame to hear and I'm sorry you've had that experience. We remain a people based business, and it appears a person has let you down. It's now my challenge to demonstrate that your experience is not reflective of me, or Marsh's usual service. If we could meet on XXX I would try to demonstrate this...are you free??

NOT INTERESTED

Okay - where am I missing the mark? I can promise you I'm not planning on having the 'same old' insurance discussion. In fact, I would really like to explore how our data and risk capabilities will mean you don't need to rely on insurance - a product which due to taxation is becoming increasingly inefficient. Are you free on the XXX - I promise to be interesting!