Inappropriate to Call Businesses Right Now?

[Central Coast Agent]

I started my IA literally during the meltdown in 2009 and was able to build a book of business that has lasted over the past decade 100% over the phone. Selling mainly Business Insurance and some ancillary health and life to those customers. I have not had to call as much in the last few years (sitting on my book) but now I see the need to start replenishing...some businesses are just not going to be able to weather this pandemic, I have restaurants already canceling their Work Comp and closing their doors. Take-out is not going to do it for a smaller population area like the one I'm in...there isn't enough traffic like in a city.

Back when I was starting, at least in my fairly rural area, I could make 100 calls and be pretty sure that I would make at least 1 sale. Not right away, some would take a few weeks to move through the funnel, but that was a pretty consistent ratio. People answered the phones and were generally polite if they were not interested. They would say "No Thanks" or "Not Interested". I'd thank them for their time and move on to the next call.

I think before the current emergency, societal shifts were already taking place with the disruption caused by the internet and businesses and consumers being swamped by robocalls. I had noticed that my 100:1 ratio had decreased because people were not answering their phones as much and when they did, it would often be an immediate hang up once they realized I was an agent. Click.

And, I struggle with the appropriateness of calling right now. I've tried social media and LinkedIn and it never gave me the same results as picking up the phone...

So, what, fellow agents, are you really doing right now to generate new business? Is now even the time? Are you sitting back and letting the dust settle? If not, how are you prospecting, phones, COI's, LinkedIn?..please post examples. Hopefully, we can get through this together with the sharing of knowledge during these crazy times.

 

[Markthebroker]

Things have slowed down enough I will start calling on the pile of commercial referrals I have generated.

 

[LostDollar]

And, I struggle with the appropriateness of calling right now.

Caveat, I am not an insurance agent.

Just one comment-the portion of your post I quoted above struck me.

I don't know what they all are, but you have been assisting businesses in covering their insurable risks. Businesses that are able to remain in business during the current health crisis will continue to have those insurable risks. I don't see that it is inappropriate to call if you are used to selling by phone and able to do so.

A successful business person is somehow going to have to consider the health events as another factor impacting their ability to do business and strive to find a way around or through it. Carrying government mandated insurance and considering the affordability of covering other risks is a piece of their conduct of their business.

 

[Markthebroker]

There are a couple more things to think about, too.

First, which is more inappropriate, calling on businesses about insurance, or calling your landlord, mortgage company, credit card company, etc. and telling them you can't pay your bill.

Furthermore, there are a lot of people that perhaps didn't want to talk about insurance 6 months ago, that may absolutely want to talk about insurance today. There are a lot of people that are watching what I like to call horror porn around the clock.