I have been in the insurance industry as a licensed agent/broker for over 35 years.  After learning the “people” business with two major companies, I eventually started my own insurance agency from scratch (eventually selling it).

Fast forward several years to my starting yet another agency.  This time I had one client.  A major city with over 20,000 government employees.

In order to conduct business, I required a payroll slot so the employees could have their insurance premiums deducted and forwarded to my respective insurance companies.

Having successfully (so I thought) negotiated to have that slot made available to me, I proceeded to hire a sales force and commenced writing a substantial amount of business.  Great!  Right?

“It ‘taint necessarily so!” ….(sung by Sportin’ Life in the Gershwin musical Porgy ‘n Bess).  That payroll slot suddenly became unavailable.  What to do?  Fight or Flight?

I had in the past done some business with a TPA (3rd party administrator) that had a payroll slot with this particular major city, though I had never met the two owners.  I had, in fact, previously suggested that they add my products to their portfolio, but one of the owners wanted no part of it (increase of her workload).

Well, I (in my calm desperation) made an appointment (500 miles away) to meet with them in two days.  I prepared for my meeting much like a lawyer prepares for a trial.  Map out the possible objections and answer them in your presentation before they come up.

I had no plan B.  This was it!  I called upon all of the “people” skills I had accumulated. 

Those skills served me well.  The agreement I drew up and the contracts I brought with me were agreed upon and signed.  Their income increased and the value added to their business proved significant when their business was eventually sold.  A win, win scenario if ever there was one.