29. Dean Marchon, Manager, commercial business development & senior client executive, MHK Insurance
Manager, commercial business development and senior client executive, commercial lines
IBC: What advice do you have for new brokers?
Dean Marchon: Keep learning and never give up. Our industry is very competitive, and knowledge is the key to success. You will never know everything, so don’t pretend that you do. We are resources for our clients, and as long as we know how and where to get the answers and provide sound advice based on that knowledge and experience, that’s what makes us valuable to our clients. Also, listen to what your client or prospect is saying. The process is not about us – it’s about our clients. Determine what they need, and not what we want.