Michael Lanza, AIC

Critic
DISC Type : C

Senior Reinsurance Claims Examiner at Enstar Group

Ocala, Florida, United States

Overview

Michael has no verified overview

Personality Overview

Negotiator

ROI Driven

Information Seeker

They prefer to do logical analysis and value evidence over emotions.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

8-2022
Senior Reinsurance Claims Examiner at Enstar Group
2-2017 - 8-2022
Senior Reinsurance Claims Analyst at EMC Insurance Companies
5-2015 - 2-2017
Sr. Claims Representative at Berkley Agribusiness Risk Specialists (a W. R. Berkley Company)
2-2011 - 5-2015
Reinsurance Claims Analyst at Farmers Mutual Hail Insurance
6-2009 - 2-2011
Senior Commercial Liability Adjuster at Grinnell Mutual Reinsurance

Education

1984 - 1988
Bachelor from Kean University
1984 - 1988
Bachelor of Science (BS) from kean

More Information

Social Presence :

Prographics :

Exp : 16 Location : Ocala, Florida, United States Job Level : N/A Designation : Senior Reinsurance Claims Examiner at Enstar Group
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Tell them what ROI they can expect

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Michael

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Michael take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Michael

Personality Compatibility


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