Greetings, Insurance Forum!

[Captain Quint]

I recently switched from selling HCM solutions to commercial p&c.

I'm a 31yr old, hard working man who is eager to make an impact at my new firm.

I found this forum while I was interviewing with different firms and it has been quite the resource.

Not sure if this is the right area to post this, but I'm having some serious difficulty getting started. When I was interviewing I was told that there were countless resources at my disposal and I would have older, more seasoned producers as mentors.

Well, this doesn't appear to be the case. I just got licensed and I'm being encouraged to make calls and set appointments. This is nothing new to me (cold calling), but I haven't the slightest clue how to script my calls or give a decent pitch. I honestly don't feel as though I have the technical knowledge to have a real conversation around commercial insurance.

How does a new producer begin? Do I pick an industry and call every business in the state until I can write something? Should I join associations? If so, which ones?

Honestly I feel a bit lost. I know that I'm a good at sales but I just don't feel like I'm being given the right guidance.

Any help would be greatly appreciated.

Cheers

 

[kgmom219]

I recently switched from selling HCM solutions to commercial p&c.

I'm a 31yr old, hard working man who is eager to make an impact at my new firm.

I found this forum while I was interviewing with different firms and it has been quite the resource.

Not sure if this is the right area to post this, but I'm having some serious difficulty getting started. When I was interviewing I was told that there were countless resources at my disposal and I would have older, more seasoned producers as mentors.

Well, this doesn't appear to be the case. I just got licensed and I'm being encouraged to make calls and set appointments. This is nothing new to me (cold calling), but I haven't the slightest clue how to script my calls or give a decent pitch. I honestly don't feel as though I have the technical knowledge to have a real conversation around commercial insurance.

How does a new producer begin? Do I pick an industry and call every business in the state until I can write something? Should I join associations? If so, which ones?

Honestly I feel a bit lost. I know that I'm a good at sales but I just don't feel like I'm being given the right guidance.

Any help would be greatly appreciated.

Cheers

No clue how you learn commercial P&C

But as far as getting in front of people...find a networking group. Look on meetup? Or BNI. Or a chamber.

 

[DHK]

I'm a L&H guy, not P&C. However, the fundamentals of cold-calling and crafting your offer are practically universal, so I'm going to give you some ideas.

You're calling for commercial P&C, so you're obviously calling on business contacts.

"Hello ___? This is DHK with XYZ insurance. Do you have a quick minute to talk?" (Yes, no, what's this about?)

"The reason I'm calling is..."

Now, here's where you need to figure out which angle you want to take. Are you going to be a value/relationship/service oriented producer? Or do you just want to give quotes and be a 'price-cutter'?

"The reason I'm calling is that we've been working with several businesses in your area (including x, y, and z) and reviewing their total insurance coverage packages. In doing these 'audits', we've been able to ensure that they have the correct coverage and that they aren't over-paying. Now I don't know if we can do the same for you, but I'd like to stop by, introduce myself and see if it would be worthwhile for you if we can compete for your business."

Use that word "compete" every time. It's critical in an industry where you and your products & services can be perceived as a commodity. In addition, you are giving that person a compliment that they are worth competing over.

In addition, I would recommend that you read The Wedge by Randy Schwantz for some ideas on how to KEEP the cases you open, instead of giving your new business owners new information to go back to their current relationships to undercut your proposals.

I hope you find this helpful.

 

[Gooner]

I'm a L&H guy, not P&C. However, the fundamentals of cold-calling and crafting your offer are practically universal, so I'm going to give you some ideas. You're calling for commercial P&C, so you're obviously calling on business contacts. "Hello ___? This is DHK with XYZ insurance. Do you have a quick minute to talk?" (Yes, no, what's this about?) "The reason I'm calling is..." Now, here's where you need to figure out which angle you want to take. Are you going to be a value/relationship/service oriented producer? Or do you just want to give quotes and be a 'price-cutter'? "The reason I'm calling is that we've been working with several businesses in your area (including x, y, and z) and reviewing their total insurance coverage packages. In doing these 'audits', we've been able to ensure that they have the correct coverage and that they aren't over-paying. Now I don't know if we can do the same for you, but I'd like to stop by, introduce myself and see if it would be worthwhile for you if we can compete for your business." Use that word "compete" every time. It's critical in an industry where you and your products & services can be perceived as a commodity. In addition, you are giving that person a compliment that they are worth competing over. In addition, I would recommend that you read Video Link: http://www.amazon.com/Wedge-Stop-Selling-Start-Winning/dp/0872183718/ref=sr_1_2?ie=UTF8&qid=1420671125&sr=8-2&keywords=The+Wedge by Randy Schwantz for some ideas on how to KEEP the cases you open, instead of giving your new business owners new information to go back to their current relationships to undercut your proposals. I hope you find this helpful.

I agree.