Lisa had been working with a key prospect for nearly a year. Uncovering coverage gaps, negotiating better pricing, and proving value with every conversation. The only thing she didn’t have was his signature.

Then a Category 5 hurricane appeared on the radar, and everything changed.

Moratoriums were going into effect. The prospect’s manufacturing facility was in the storm’s path, his renewal was about to expire, and it would leave him catastrophically uninsured.

Even though it meant losing the sale, Lisa urged him to stay with his current broker to avoid losing coverage. She laid out the urgency once again, but he hesitated. Not because of the coverage, but because he felt guilty firing his broker… even though he openly admitted Lisa was his first choice.

After a year of waiting, evaluating, re-evaluating, and explaining, she took one last shot. Calmly, clearly, and without a hint of pressure:

“Just sign the f*cking paper.”

That night, Lisa landed one of her earliest major clients, and the start of a long, loyal partnership.