Prospecting Dentists ?

[Scottyj]

So I lucked out over the last few months and met Dentists at 3 different business networking luncheons. Got talking with each of them and found out all 3 had service issues with their Agents. It is through this that I discovered I am quite competative on this BOP class and destroyed Allstate, Farmers, and State Farm. I used to stay away from a lot of BOP because the usual suspects as previously mentioned have strong BOP rates.

Anyways, I am liking this class of business and want to get more dentists on the books. Only want the BOP and Comp. I do not target the Professional Liability being most doctors, dentists, and lawyers utilize captive programs which save them $$. Anyone else here write this type of business ? what has worked for you ?

 

[VolAgent]

Forgive me for stating the obvious, but have you asked for referrals? I'm sure dentists talk just like everyone else. If they are mad at their agent I'm sure it comes up at times too.

Also, why not keep at the networking? "If it ain't broke, don't fix it!"

 

[Scottyj]

Forgive me for stating the obvious, but have you asked for referrals? I'm sure dentists talk just like everyone else. If they are mad at their agent I'm sure it comes up at times too.

Also, why not keep at the networking? "If it ain't broke, don't fix it!"

I have asked for refferals However where I am at most dont refer until after year one once I have proved myself. After year one my clients seem to open up more and are more willing to send me their friends and family.

The networking is great but there are only so many that occur. I have looked at local BNI chapters but they dont refer much or do business with those outside their chapter, and finding a chapter as an Insurance agent is soooo freaking hard here in SLC. Networking is very very big here.

Is anyone successfully door knocking or cold calling these guys ? I know they are super busy so I dont know how many would react to this approach.

 

[JimmyUt]

I have asked for refferals However where I am at most dont refer until after year one once I have proved myself. After year one my clients seem to open up more and are more willing to send me their friends and family.

The networking is great but there are only so many that occur. I have looked at local BNI chapters but they dont refer much or do business with those outside their chapter, and finding a chapter as an Insurance agent is soooo freaking hard here in SLC. Networking is very very big here.

Is anyone successfully door knocking or cold calling these guys ? I know they are super busy so I dont know how many would react to this approach.

I am not in this market, but why not send out a letter stating you work with dentists and doctors and recently saved one $x premium annually by moving them from One of the carriers mentioned to one you have. It can't cost that much. With that being said, I know a lot of medicare agents in Utah with one of the local dual eligible plans that had dental used to call in person all the time with reasonable success.

 

[Scottyj]

I am not in this market, but why not send out a letter stating you work with dentists and doctors and recently saved one premium annually by moving them from One of the carriers mentioned to one you have. It can't cost that much. With that being said, I know a lot of medicare agents in Utah with one of the local dual eligible plans that had dental used to call in person all the time with reasonable success.

Jimmy that is a good suggestion. I will definately try to drum something up that I can hand off to these guys. As for the cold contacting I am glad to hear the medicare guys were able to reach them, sounds like the chances are a lot better than I expected.

 

[Sales71]

Jimmy that is a good suggestion. I will definately try to drum something up that I can hand off to these guys. As for the cold contacting I am glad to hear the medicare guys were able to reach them, sounds like the chances are a lot better than I expected.

I like Dentist.They are an easy sale once you look at there current policy and find missing coverages. I got most of my dental office insurance with my current client that work in the dental office. Try to talk to your clients and see if they work for a dentist and that should be an easy way in.

 

[Schwetty]

I think dentists would be a great niche market to target if you have a carrier that works well with that market. It is one of the markets I would like to look at for my own agency.

I agree with Sales71, talk to your clients. They all go to a dentist and might be able to get your foot in the door.

 

[marcolifeproducer]

I don't know how your state laws are but some states require dentists starting their own practices to have BOP or Disability....Love having them as clients

 

[IAfreedom]

Scotty---great thread...Nice to see a real idea being floated...not to take anything away from other ideas...I just like this more than most!

Anyway---can you disclose what company u r writing the dentists too..? ( Im in upstate NY ) How much u r saving them...? any other factors...?

Someone had a good idea about---better coverages etc---can that be detailed..??

Thanks

 

[Scottyj]

Scotty---great thread...Nice to see a real idea being floated...not to take anything away from other ideas...I just like this more than most!

Anyway---can you disclose what company u r writing the dentists too..? ( Im in upstate NY ) How much u r saving them...? any other factors...?

Someone had a good idea about---better coverages etc---can that be detailed..??

Thanks

It depends on who they are currently with, I find most luck if the dentist is with farmers I can usually come in with the hartfords bop add cyber liability and spoilage coverage for the same or less than they pay with farmers. I find that many farmers agents tend to miss the spoilage coverage and if the power goes out or equipment breaks down those meds get expensive to replace. I have luck placing them with the Hartford, Travelers, Zurich, United Fire, liberty mutual (aka golden eagle in California and Colorado casualty in Utah). The comp I usually kill it with AmTrust.

Oh as for savings Utah market fights over pennies as far as carriers pricing so anywhere from $200 to $400, but in most cases i just offer them what they have plus fill the gaps their current policy has at the Sam price... The great thing is they are educated and have common sense, most dentists if you build a relationship they will move simply for more coverage at their current price which in Utah is the case most of the time.

California is a whole different beast as i have saved large dental offices up around $2500 while increasing coverage so pricing and savings shift with state.