Prospecting Larger Accounts

[GeauxTigahs20]

Hello,

I currently work for a rather large agency, but our company model is based on targeting the middle market. You obviously won't hear any complaining if you write something huge, but the company has really done well in the middle market, and they are comfortable with that. I'd prefer to go after much larger accounts.

The only issue is, I have no idea how to get a foot in the door. I know of agents in the area who are writing these gigantic accounts. Guys from Marsh and Mclennan, Beecher-Carlson, Aon, etc..but I don't think they'll be putting on any seminars anytime soon for the 25 year olds of the P&C world.

Any advice for a young producer on how to get involved in the large market? It'd be much appreciated!

 

[nyc2phi]

Large market won't be done with a cold call in most cases. Best way to get your foot in the door is to pick a niche market like say apartment buildings and get involved in that niche's community. Go to events that they host, get to know the right people to talk to, gather ex-dates, and some wine and dine or gifts couldn't hurt.

I don't go after large market as much but when I do this is my approach

 

[bobson]

Hello,

I currently work for a rather large agency, but our company model is based on targeting the middle market. You obviously won't hear any complaining if you write something huge, but the company has really done well in the middle market, and they are comfortable with that. I'd prefer to go after much larger accounts.

The only issue is, I have no idea how to get a foot in the door. I know of agents in the area who are writing these gigantic accounts. Guys from Marsh and Mclennan, Beecher-Carlson, Aon, etc..but I don't think they'll be putting on any seminars anytime soon for the 25 year olds of the P&C world.

Any advice for a young producer on how to get involved in the large market? It'd be much appreciated!

I know an agent that got in to quote a gigantic account. He showed up to present his quote and then the agency that got the account showed up with an underwriter, a loss control specialist, a highly educated CSR with a couple of designations, and the agent himself.

Many times you just can't compete with the Marshes because of the resources they can bring to the table.

 

[GeauxTigahs20]

I know an agent that got in to quote a gigantic account. He showed up to present his quote and then the agency that got the account showed up with an underwriter, a loss control specialist, a highly educated CSR with a couple of designations, and the agent himself.

Many times you just can't compete with the Marshes because of the resources they can bring to the table.

This is a fear of mine. But I work for a publicly traded agency, worth in the billions. I wonder if I have any resources I could start taking advantage of.

 

[keepgoing]

Go to events that they host, get to know the right people to talk to, gather ex-dates, and some wine and dine or gifts couldn't hurt.


What are ex-dates?

 

[nyc2phi]

Go to events that they host, get to know the right people to talk to, gather ex-dates, and some wine and dine or gifts couldn't hurt. What are ex-dates?

Expectation dates. Dates their policies are expiring, people are more likely to switch insurance on their ex-date

 

[keepgoing]

Aahhhhh..... Thanks!