Some risk consultants make it look easy. They have a steady stream of clients, high retention, and a business that grows year after year. Others? They struggle—constantly chasing leads, competing on price, and feeling frustrated when prospects don’t move forward.
What’s the difference? Skills. Confidence. Execution.
The best risk consultants don’t wing it. They follow a proven system based on repeatable, high-value behaviors. If you want to build a thriving business, you need to master these essentials:
✅ Conversations that convert. You must have the skill and confidence to engage in conversations—whether with friends, referrals, or strangers—that lead to business. If you’re not having enough of these daily, your pipeline will dry up.
✅ First impressions that build trust. Your initial client interviews should establish an instant bond. How? By letting the prospect talk more than you do! If prospects don’t trust you, they won’t hire you. And if your close rate is low, it’s time to refine your approach.
✅ Confidence and expertise. You must confidently answer any question a prospect or client asks. If you don’t know the answer, own it—let them know you’ll find out and get back to them by [specific date]. Then, follow through. Being accountable and delivering on your promises builds trust and sets you apart.
✅ Be a Risk Consultant. Your job isn’t to be a transactional agent who just throws out quotes. It’s to serve as a risk consultant who follows a structured risk management process. That means developing a clear, actionable plan that helps clients understand, implement, and maintain a risk strategy that truly protects them.
✅ Qualify First, Then Advise. Not every prospect is the right fit. Your job is to ensure they understand your risk management process before moving forward. As a risk consultant, you don’t provide quotes—you conduct a comprehensive risk audit that the prospect signs, confirming their commitment to addressing risks strategically. When you confidently lead this process, you attract clients who value expertise and long-term protection, not just a quick transaction.
✅ The discipline to focus on high-payoff activities. Stop wasting time on tasks that don’t move the needle. Fill your calendar with meaningful conversations, client meetings, and growth-focused actions.
✅ The ability to challenge clients. Sometimes, clients become their own worst enemy. They resist change or make emotional decisions. Your job is to guide them—even when it’s uncomfortable.
✅ A referral and follow-up system. Getting clients is one thing. Generating consistent referrals and following up effectively is what builds long-term success.
✅ Work-life balance. The real win? Achieving all of the above while still having time for your life. Your business should serve you—not the other way around.
Here’s the bottom line: Success leaves clues. The best risk consultants follow them, while the struggling ones ignore them.