.JPG)
Senior vice-president, transportation
Palmer Atlantic Insurance
There have been several key strategies that have led to Joe Palmer’s success in the insurance industry, but two stand out as being the most important to Palmer’s career: “getting in the trenches” and perseverance.
What is “getting in the trenches’? For Palmer, it’s about “getting involved in a deeper and more direct way, from claim matters to negotiating terms with underwriters to understanding the clients business and helping them with operational challenges they run into or questions they have,” he says. “Taking the time to roll your sleeves up and put the work in, and becoming someone they rely on for more than just a renewal.”
His second strategy, perseverance, means continually delivering and working through challenges and difficulties. In an industry as dynamic as insurance, rolling with the punches is critical to a broker’s success and the success of clients. “Perseverance and willingness to get in the trenches leads to stronger relationships and credibility as a broker,” Palmers says. “I’ve always attributed strong retention, referrals and new business success to these things.”
