New to the Commercial P&C World

[the mayor]

I have been a lurker on this site for a few months and found it very helpful...so here's my big "what would you do" question:

I am brand new to the insurance world. I was offered a job as a Commercial P&C Producer at a mid sized agency with a good reputation, contingent on me passing the tests/licensing. I have a nice salary to commission structure, along with some paid training (3 weeks at the Hartford School)...the list goes on..but it looks very good to me. I did pass both MA P&C tests and got licensed and hired...and then did the 3 weeks at the Hartford.

A little background on me: I'm 51 and have a few years of sales( retail, b2b and IT)...but this is the first time I've sold something " intangible "...as opposed to a true hard product.

So far, I've hit everyone I know letting them know about my new venture with the thinking," it's not who I know, it's who knows me" idea.
I've dug thru some old files at the agency and made some calls. I have hit some markets that our carriers say are their hot markets.
I am looking to join a local BNI ( tough to find an opening for an agent).
I am going to a Chamber of Comm breakfast tomorrow to get a feel for the group.
I have talked to some local business people I know and exchanged cards with a "please pass these along and I'll do the same for you" networking approach.

I have done all this in the past 2 weeks since starting.I have scored a few wins with the above...but I want more.

So....what else should I do? Is there anything that I've done wrong? Anything I can do better?
What would you do if you were me?
Did post this in the correct sub-forum?
I am thick skinned...so let me have it.

 

[SoCalBroker]

Identify an industry niche that your agency has very competitive carriers for. Hopefully that niche wont be a ultra competitive one where there is a P&C brker for every 1 human being chasing it.

Find other business people who are servicing that niche outside of the ins industry. Team with them - strategic alliance. You find referrals for them and they do likewise.

Get a list of this niche - and start calling if you MUST.

Create niche specific marketing pieces that speaks to their industry. Focus on WIIFM [them]

Get with your Ins Carrier reps and find out of the agency can get any Co-Op funds for marketing material development or pay for cost of targeted mailings.

Prime Selling Time is for Calling & calling back prospects and UW's to get things quoted and bound. Complete apps and UW chores after 5 pm and on sat's. Immerse yourself in their industry trade pubs after hrs, and work on YOUR MARKETING after hrs and on weekends. Studying their marketplace will reveal opportunities to find them and market to them.

No matter how full your pipe seems to get - never stop your marketing. EVER.

If your agency doesnt have a lead development strategy or marketing dept - you are your own. Your success or failure will depend on YOUR MARKETING ... not your product knowledge, not your carriers programs, not how great a bullsh*tter you can be ... its how many qualified prospects you can keep flowing across your desk/laptop/ whatever ... Everyones definition of qualified prospect varies.

Id tell you two other things that work for me - but then everyone would just call me a PIMP

Best of luck,

Steve
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PS - the good thing about P&C intangibles is - they keep paying you for a sale you make once. We just renewed an $80k account I originally wrote when I was just a lad in the Commercial P&C biz 15 yrs ago. Of course it wasnt $80k then either.

Lifetime value of commercial clients on the P&C side can be massive.

 

[the mayor]

Thanks Steve.
And although I know the pipe can never be too full...it's something that always needs reminding!
So....I'll take the bait...be a pimp...tell me more.
dl