Don't Overthink It
Penevolpe said one of the most common tips she gives to solution providers who are wary about breaking into the carrier services world is not to "overthink it."
"It's not scary," Penevolpe said. "You don’t have to know it all. All you need to know is how to uncover an opportunity --- and it doesn't have to be a slam dunk."
Penevolpe stressed that solutions provider don't have to be a carrier services expert to be successful at selling them. They can always lean on a master agent like WTG, or the carrier partners themselves, to help seal a deal.
"Nobody is going to sell, at the end of the day, the nuances of the different services better than the providers. All you need to do is bring them in," Penevolpe said. "And because of the tight relationships [WTG CEO] Vince [Bradley] has developed after 18-plus years in the industry, our agents and partners don't need to worry about getting cut out of the deal."