Why Bigger Isn’t Always Better: A Broker’s View on Client Relationships
After thirty-two years in insurance, Chris Foyster has heard every version of the “clients come first” pitch, usually polished up by a marketing department with a bigger budget than his branch. His view is simpler: unless you’re dealing with an international plc, size rarely matters to the person writing the cheque.
What matters is being reachable. A WhatsApp at 7.13pm on a Friday. A text from a CEO on a Monday afternoon. Neither convenient, both answered the same day, because that’s what clients actually want, not another menu to press through.
One client’s business had previously sat with a US insurance giant that never once visited in person, the premium was too small to notice. Since Chris took over the account, he’s stood in that client’s boardroom and turned up for site visits whenever needed. The business hasn’t looked back.
Genuine expertise, paired with genuine care. It’s a simple philosophy, but as Chris tells it, that’s what keeps clients around.