Daniel Welch
Vice President, Producer Recruiting
My brother Joe and I are both part of Marsh McLennan Agency (MMA). I focus on recruiting top producer talent, while Joe, a client director on the national accounts team, ensures they receive exceptional account service once they join us.
One important lesson I’ve discovered is that family and business share more similarities than you might expect.
Some families—and businesses—actively support their members. Encouragement and assistance are integral to their relationships. By nurturing a culture of support and achievement, they elevate each other as they strive to overcome challenges and reach new heights.
Conversely, in some families and businesses, everything comes with a price. Help often comes with conditions, leading members to fend for themselves due to a lack of reliable support. Rivalries, apathy, and poor collaboration hinder progress. Organizations like these may limit assistance or expect producers to handle everything independently, which restricts their earning potential.
Does this resonate with you?
I consider myself fortunate to thrive in a supportive atmosphere both at home and in my career. While you may not have a choice in your family, you do have options regarding your professional path. If you lack the support necessary to expand your book of business, it may be time to seek a new company that feels like home.
Look for an organization that offers a strong, experienced client management team. A dedicated client services specialist should engage with each of your accounts from the outset, managing your clients’ daily needs so you can focus on reaching out to more prospects and growing your business.
The best companies, like MMA, often tailor support based on the size of the business, as each segment has unique characteristics that require specific assistance: small business, middle market, and national or large accounts.
Client support for small to mid-sized organizations
- Business insurance: Support for small to mid-sized organizations should prioritize optimizing the insurance coverage structure to meet the client’s needs while also offering specialized risk management advice. Effective support teams will have access to various experts, including those in property, casualty, cyber, product recall, and IPO, who work directly with clients to help reduce and manage their specific risks.
- Employee benefits and retirement: Your support team should assist you in optimizing and customizing employee benefits options to help your small to mid-sized business clients attract and retain employees suited to their industry and market. A strong support team will also include expertise in actuarial and benchmarking, HR technology, and employee well-being.
Client support for national or large accounts
- Business insurance: Large accounts necessitate extensive product knowledge and high-touch service. For instance, if you have a significant P&C business prospect, a broker with casualty expertise should accompany you in initial meetings. Your support team should perform a comprehensive program review, provide a stoplight analysis, and outline ideas for more optimized structures.
- Employee benefits and retirement: The employee health and ancillary benefits programs of large companies must comply with regulations in every jurisdiction where they operate—sometimes even globally. A producer’s support team should equip them with the necessary knowledge to guide large clients in maintaining benefits compliance across their operations.
This tailored support offers significant long-term benefits for your clients as well. No one is more thrilled than you, the producer, when one of your client’s businesses flourishes. It’s rewarding to know you have the account team’s support and expertise to grow alongside them as they expand. This ability to scale with your support team can aid in client retention over time.
Knowing your client service team is there for you, just as you are for them, fosters an incredible work culture. Just like Joe and me, everyone contributes their unique skills and talents, enhancing the overall experience.
Discover your professional family at MMA.
Are you seeking the support necessary to overcome your current sales plateau, expand your book of business, or advance in your career? Contact me to learn more about a rewarding career with MMA.
