List of P&C Marketing Activities

[NCAgent]

Hey guys,

I'm getting some new producers into the agency and I'm trying to make a list of activities for the new people to help them be successful.

Here is what I have so far, please feel free to add to the list if you have any suggestions:

Relationships:
-Financial advisors
-Life and health-only agencies
-Some captive agencies to write excess business
-Realtors
-Mortgage Brokers
-Attorneys
-HOA's
-Business owners
-BNI groups
**CPA's
**Payroll companies
-Family + friends (sparingly, wait until you know what you are doing)

Cold-calling
-The above
-Residencies
-Small to mid-size businesses

F2F, B2B
**Attending events as a vendor
-All of the above

I'm not recommending they do any leads purchasing at this time, though they have the right to. I'm not going to be stopping them...

Anything else you recommend that might be useful for an agent to see that could make them successful? What has worked for you in the long run, and what has helped you in the short run? I have my own way of doing things and it is a combination of the above, but it might not be the best for other people.

Other inputs are greatly appreciated!

 

[iiinycboi]

CPA should be on the list.

i get a ton of personal and business referrals from him. He sees their insurance decs and payment all the time, and i come in and tell them how much they can save. Or the business insurance.

 

[nyc2phi]

Touching a lot of the bases when it comes to prospecting for P&C.

One thing I can think of off the top of my head is attending events as a vendor. Events such as car shows, have them give out free prises and raffles for filling out contact cards.

 

[RobMolloy]

This is a great list! Thank you for posting.

 

[Tiesto422]

That's a good list! Things I would add are, rental apartment complex's for mandatory renters, car dealerships, car auctions, cross-selling, and ineligible prospects from captives.

 

[Gulfman]

I guess it depends on what's in your area and what you are targeting.

Are you targeting home-owners specifically or commercial too?

 

[Placementkid]

Online forums is another option. When I was heavily selling PL, I joined a local auto forum and was able to quote home and auto on almost a daily basis.

We have a large snowstorm and I offered to review what form their HO policy was written on, it was a great way to source leads and make friends at the same time.

 

[WillC]

A strong tactic is Self-Generation of a Target Ideal Client list. Step one is deciding what kinds of accounts fit current skill-set: a combination of agent experience/knowledge and business size, type and complexity. The list can be built from local resources (Chamber list, referral, etc.) and by web research.

The marketing medium is drip "mini-direct mail" (list size might be as small as 25-100). The core message is "You don't know me yet, but someday I'll be your go-to person for P&C insurance... here's why you should take the time to get to know me now... I will be helpful before we've done any business... doing a coverage analysis that looks for gaps, overlaps or inadequate preparation for your future needs."

It's not a short-term play, but the long-term idea is to be first-on-the-list when the prospective client has a new need or becomes annoyed with one or more of the current P&C agent set.

And the approach sets up Trusted Advisor level service, aimed at consolidated coverage rather than sale of individual policies.

 

[marindependent]

Im not sure I see social media listed on your list.

 

[todd02]

I learned that I the agent need to be the marketer and not my staff. I keep the phone ringing and train them to sell