Prospecting in Small Towns

[nec]

This week has made me want to give up insurance and join the Peace Corps.

I have been a licensed P&C commercial agent for two months now. I joined a well known agency that promised the world during the interview process, but when wheels start rolling the "perks" started to be pulled. During the interview process I was told that 90% of business for new agents during the "break even" period is either bank referrals or walk-in/telephone-in and the remained would be if you were eager enough to go get some, but is/was not necessary. Well two months and about 20K of walk in business later, my manager decided to pull the plug on these clients. I was handed a chamber list from 07' and told the only business I will write is the business I prospect for. Well a couple cold calls later, I find out that some small town drama is keeping prospects from this agency. I quoted a restaurant with double the coverage and saved them 3k on Comm Prop and another 2k on Workers comp and the objection had to deal with drama at this agency before I was an agent. So, my question to the insurance form community, since my manager is shooting to have me fail is: How do you prospect in small towns and negate the objections of previous drama that haunt my current employer? And what do I do with a manager that is setting me up to fail?

 

[moonlightandmargaritas]

How do you prospect in small towns and negate the objections of previous drama that haunt my current employer? And what do I do with a manager that is setting me up to fail?

Why fight a losing battle? Find a new agency.

 

[briko3]

I just tell them that I can't change the past, but I CAN make sure that it will not be that way with me. Sell yourself, not the agency. Let them know that the past problems are why you're there...to make things right.

If you don't feel like that will work, find another agency. If you're doing the work, you should be getting rewarded without worrying about someone elses reputation.

 

[Bruce]

This week has made me want to give up insurance and join the Peace Corps.

I have been a licensed P&C commercial agent for two months now. I joined a well known agency that promised the world during the interview process, but when wheels start rolling the "perks" started to be pulled. During the interview process I was told that 90% of business for new agents during the "break even" period is either bank referrals or walk-in/telephone-in and the remained would be if you were eager enough to go get some, but is/was not necessary. Well two months and about 20K of walk in business later, my manager decided to pull the plug on these clients. I was handed a chamber list from 07' and told the only business I will write is the business I prospect for. Well a couple cold calls later, I find out that some small town drama is keeping prospects from this agency. I quoted a restaurant with double the coverage and saved them 3k on Comm Prop and another 2k on Workers comp and the objection had to deal with drama at this agency before I was an agent. So, my question to the insurance form community, since my manager is shooting to have me fail is: How do you prospect in small towns and negate the objections of previous drama that haunt my current employer? And what do I do with a manager that is setting me up to fail?

I don't mean to offer a sharp comment and hope it's taken in the spirit offered.

First, your restaurant prospect didn't work out but it was a good opportunity, "small town drama" notwithstanding. Good quotes die for all kinds of reasons, some of them not very good. Prior experience with your firm sounds as good as any and better than many. But if you fill your pipeline with competitive opportunities like that, you will have success, assuming your closing skills are there. The key, obviously is to do what you need to have a number of those situations, not one.

Frankly, a "couple of calls later" isn't enough time to develop a good assessment, much less be long enough for your first cup of coffee of the day to get cold.

Second, at some point, your level of success will depend on the relationships you develop yourself. There are no shortcuts. If you find the 2007 Chamber directory inadequate, get yourself the most recent edition.

Third, perhaps your manager feels you are ready to cut it on your own. Then again, maybe not. You'd be well served to ask your boss for his/her assessment of your first couple months. The only thing that can happen in two months is ... not much, other than learning the business a bit. Ask him what you are doing well and what you need to develop. Unless your boss is a total azz, chances are pretty good he knows more about the biz than you at this point.

Before you jump jobs, ask yourself:
1. Am I working hard enough
2. Am I doing the right things
3. Am I asking for help
4. Am I getting it

Good luck.

 

[mclark72]

I worked at a SF office for many years. The rules of the game always changed.

I don't know if that is where you are at....
I agree with selling yourself...and that you will be different.
You will be there for them, etc.

I don't mean to offer a sharp comment and hope it's taken in the spirit offered.

First, your restaurant prospect didn't work out but it was a good opportunity, "small town drama" notwithstanding. Good quotes die for all kinds of reasons, some of them not very good. Prior experience with your firm sounds as good as any and better than many. But if you fill your pipeline with competitive opportunities like that, you will have success, assuming your closing skills are there. The key, obviously is to do what you need to have a number of those situations, not one.

Frankly, a "couple of calls later" isn't enough time to develop a good assessment, much less be long enough for your first cup of coffee of the day to get cold.

Second, at some point, your level of success will depend on the relationships you develop yourself. There are no shortcuts. If you find the 2007 Chamber directory inadequate, get yourself the most recent edition.

Third, perhaps your manager feels you are ready to cut it on your own. Then again, maybe not. You'd be well served to ask your boss for his/her assessment of your first couple months. The only thing that can happen in two months is ... not much, other than learning the business a bit. Ask him what you are doing well and what you need to develop. Unless your boss is a total azz, chances are pretty good he knows more about the biz than you at this point.

Before you jump jobs, ask yourself:
1. Am I working hard enough
2. Am I doing the right things
3. Am I asking for help
4. Am I getting it

Good luck.

 

[pvellenga]

Yep they are buying you not the company. I sold plenty and worked for BLC. The products I sold were average at best and I know for a fact they bought from me because they liked me period. If they like you they will buy from you. So make sure you warm up to them real well and if you are selling to people in a small town make them comfortable and dont come across like a city slicker! LOL! Be professional but you know what I am trying to say. I grew up in a small town and I understand and relate to these clients very very well. It is totally different selling in the city and the rural areas. So my advice is make them like you.