Objection Bank

That's great — I'm not here to replace anyone. I just want to make sure you have a second set of eyes on your coverage before renewal. Most of my clients kept their agent and still found gaps or savings. Would you be open to a quick comparison?

Totally respect that. Can I ask — does your current agent specialize specifically in nonprofits and social services? Because that specialization is really what drives better coverage and pricing in your space.

I hear that a lot. I'm not asking you to switch anything today — I'm asking for 10 minutes to show you what Lamb does differently. If it doesn't add value, you've lost nothing.

That's exactly what we do too — and then some. We specialize only in organizations like yours, so we handle the whole process: loss runs letters, applications, carrier submission. Most of our clients say we do more than their previous broker ever did.

Does your current agent specialize in your industry specifically, or are they a generalist? The difference in coverage quality is significant when someone really knows your exposures.

No problem at all — when's a better time? I'll put it in my calendar and call you then.

Totally understand. Quick question before I let you go — when does your policy renew? That way I know when to circle back at the right time.

Perfect timing actually — now is exactly when to start the conversation. If we connect now, I have a full year to understand your organization so when your renewal comes up, you actually have options instead of scrambling at the last minute.

Understood — when does that renewal come up? I'll log it and reach back out 90 days before so you're not rushed.

Absolutely — what's the best email? I'll send a one-page overview of what we do and follow up in a few days. No pressure.

Happy to do that. And when I send it over, I'll include a quick note about when your renewal is coming up — just so it's front of mind. What's the best email?

That's great. I'm not asking you to change anything — I'm asking for a chance to verify that what you have actually matches what you do. The organizations I work with are often surprised to find gaps they didn't know were there until it was too late.

Quick question — does your current policy include abuse and molestation coverage? Because that's one of the most commonly missing or underlimited coverages for organizations in your space, and most people don't find out until there's a claim.

That's a great position to be in — and the best time to review your coverage is before a claim, not after. If you find out you had a gap at the time of a claim, it's too late. A 10-minute review now costs nothing.

That's exactly the kind of organization we built our model for. We specialize in nonprofits, which means we have access to markets that price specifically for your space — often significantly lower than what you'd find on a standard commercial market.

I hear that a lot. Can I ask what you're paying currently? That gives me something to benchmark against and I can tell you pretty quickly whether there's a real opportunity here.

That's actually the best reason to call me right now. When standard carriers increase rates, it's usually because they're pulling back on an industry — but the specialty markets we work with price differently. They know your space and don't penalize you the same way. Let me take a look at what you have.

Great question. We specialize in nonprofits and social services, so we work with carriers who specifically underwrite your industry — Church Mutual, USLI, Great American, Chubb, Hartford, and Philadelphia. The coverages depend on your specific organization, which is exactly why I'd love to look at what you have and show you a real comparison.

That's exactly why I'm calling. Hard-to-place organizations are our specialty — the carriers we work with specifically write nonprofits and social services, including organizations that have been turned away by standard markets. Can I take a look at what you have?

I specialize in insurance for [industry type] organizations and had a quick question about their coverage before renewal. Is [name/director] available?

It's regarding their workers' comp / liability coverage — I work specifically with [daycare centers / home health agencies / etc.] and wanted to ask them one quick question. Is this a good time to catch them?

Completely fair — I haven't even told you why I'm calling yet. I specialize specifically in [their industry] insurance and I had one quick question about your renewal date. Do you know offhand when that is?

I understand — and I'll be quick. I'm not here to pitch you anything today. I just specialize in [industry] coverage and wanted to know when your policy renews so I can reach out at the right time. Is that something you'd know?

Happy to do that — who's the right person on the board or committee to connect with? And would it help if I put together a one-page overview of what Lamb does so you have something to share with them?

Understood. Is there a next meeting coming up where insurance would be on the agenda? I'd love to be a resource for that conversation, even just to answer questions.