Scott Mosher’s in the Core Commercial spotlight this month
Meet Scott Mosher, operations manager and one of the owners of Mosher & Associates, with four locations in Wisconsin. He’s in the Core Commercial spotlight this month, as one of our key producers for Arrowhead Advantage BOP and Advantage Package.
“What differentiates us from our peers? I like to think that we truly care about our clients,” Mosher said. “We focus on our communities and don’t run all over the state looking for the big payday in some other town. We do business in other cities, but that’s almost entirely a direct result of referrals and word of mouth. We take pride in insuring the local businesses that in turn take care of so many others in our communities.”
Like many other insurance agents, Mosher didn’t start out in this industry. After pursuing his master’s degree, he became a teacher for seven years. He left teaching to become a financial advisor, picking up certificates in Business Continuation and other areas of business management, and earning his Certified Family Business Specialist designation. In 2012 he joined the agency now known as Mosher & Associates.
We chatted with Mosher recently, learning about his successes and his thoughts on Arrowhead’s small-to-medium business insurance program, leading to his Core Commercial spotlight.
Learn more about the Core Commercial Program.
What made you decide to choose Arrowhead’s Core Commercial over other commercial programs?
We are a relationship agency, not just with our clients, but with our carriers as well. I learned about QBE moving this program to Arrowhead primarily from our marketing rep, David Kirby. Prior to that change QBE has been part of our agency for years, back when it was General Casualty.
We decided to give Arrowhead a chance because we appreciated Dave Kirby’s and Rich Dern’s honesty and their commitment to build a relationship with us. Arrowhead has a very good insurance product, but so do all our carriers. For us, it is more about feeling comfortable with the carrier and the people who represent it.
What about this program makes it an easy sell for you?
The program is easy to sell because everything is packaged together specifically for our clients. The platform is also easy to use. It is an easier sell when we can go back to our client with a packaged product designed specifically for their industry.
What are typical objections you hear, and how do you overcome them?
The most typical objection is price. We will never underinsure someone just to bring the premium down, so sometimes we need to explain why we are increasing limits or adding coverages. Oftentimes, educating the client on why they need certain coverages is enough for them to overcome the increase in cost.
What misconceptions do clients often have about your job?
Clients often have the misconception that all insurance is the same and it’s all a price game. I think television commercials have caused this. People are bombarded with “name your price” or “save 15 percent.” We try to sell quality; that can take awhile for clients to get their hands around when it’s the opposite of what’s advertised.
What personal tips and shortcuts have made your job easier?
Be honest and be genuine. Insurance agents often have a stigma for being sleazy salespeople, so it surprises people when you show that you actually care about them and not just making a sale.
What’s the worst part of the job and how do you deal with it?
The worst part of this job is knowing that there are people insured incorrectly because they trust someone who is either unknowledgeable or doesn’t care enough to do this right. How do I deal with it? By knowing we did our best to educate and allowing the insured to make an informed decision.
What’s the most enjoyable part of the job?
The most enjoyable part of the job is when a claim goes well. It is rewarding to see a client made whole again after something bad happened.
What advice would you give to those aspiring to join your profession?
Get into this profession because you want to help people, and you believe in what you do and what you sell. It can’t be about the money.