Hard Market Selling: Thriving in the New Insurance Era

As the new economy continues to emerge from the rubble created by the current global economic disaster , re-insurers, carriers, and agencies, along with the five million people working in the insurance industry, are scrambling to redefine their place in the market and return to prosperity. Hard Market Selling: Thriving in the New Insurance Era provides them with the tools to do so.

Hard Market Selling guides each reader down a path of self-discovery and performance improvement. Starting with a state-of-the-industry: what’s right, what’s wrong, what needs to change, and how the changes will effect the market, the reader is challenged to cast aside traditional, "legacy" presumptions, historical performance benchmarks, and antiquated selling styles and replace them with an innovative, relationship-driven client development and service strategy that promotes value delivery, integrity, and partnership.

Novel as this approach will appear, it’s based on ten years of functional, hands-on field experience. Hard Market Selling is not another "how to" book about the process of selling and servicing products. There are already plenty of those, and none of them effectively weigh in with any remedies for the real-life, day-to-day struggles of the professionals in the insurance industry.

Hard Market Selling brings methods and motivation together in the context of the down-to-earth reality experienced by the average producer, underwriter, account executive, agency principal, and customer service representative. It is an insider’s guide for survival and achievement within an industry that is rapidly redefining itself.

Scott Primiano is the President and founder of Polestar Performance Programs, Inc., a premier consulting and sales management company in the insurance industry. Recognized nationally for his innovative Service Oriented Selling program, Scott has committed his professional life to improving the industry’s sales and client service standards and practices.

Scott’s experience in the insurance industry spans a decade and includes work with a long list of carriers, associations, and agencies. He is the author of "Hard Market Selling – Thriving in the New Insurance Era" and has written a number of articles for insurance industry trade publications. Scott is a dazzling speaker and a popular addition to conventions, association meetings, sales conferences, and company functions.