Prospecting.......

[mywaytotalk]

How did you build your business? How did you keep your pipeline full at all times with new prospects? Would love to hear some traditional stories from agents that have been around a little while as well as some of the more creative ones.

 

[VolAgent]

I suggest you start by reading this thread.
62 X-dates

Not everyone likes Dwayne, but he has made a tried and true method work for him. With no offense intended, he probably did it more through sheer effort than brilliance.

You want to succeed, go find people and talk to them.

 

[VaDwayne]

I suggest you start by reading this thread.
62 X-dates

Not everyone likes Dwayne, but he has made a tried and true method work for him. With no offense intended, he probably did it more through sheer effort than brilliance.

You want to succeed, go find people and talk to them.

I resemble that remark. I think I am good at prospecting, and getting better at insurance.

 

[VolAgent]

I resemble that remark. I think I am good at prospecting, and getting better at insurance.

Again, didn't mean any insult by it. I meant it more as a compliment.

I know I said some less than nice things to you in the past. I don't know you at all, but I do applaud you for your success.

As said on Top Gun Producers. Prospecting is a contact sport. Good prospecting will make up for poor insurance knowledge. Great insurance knowledge rarely makes up for poor prospecting.

 

[VaDwayne]

How did you build your business? How did you keep your pipeline full at all times with new prospects? Would love to hear some traditional stories from agents that have been around a little while as well as some of the more creative ones.

I have been doing commercial insurance for 2 years, and med supps for 3 years. COLD-CALL,COLD-CALL, COLD-CALL!!! That's the secret.

Cold calling for P&C is much easier than Med. Supps., in my opinion. My first year was primarily spent on the phone calling businesses and getting as much info as I could from them. As I was calling, my goal was to get an X-date, but every once in a while I would get someone who was ready to renew, or unhappy with their current agent,etc.

I was told by agents on this forum that this would work and the effort is starting to pay off. I haven't picked up the phone to cold-call in at least 3-4 months, but I paid a price the first year and some of the second.

This is all I say when I call:

Hi, this is ***** ****** with **** agency in ****. I PROMISE I WILL ONLY TAKE A SECOND OF YOUR TIME.

I am a commercial insurance agent with **** and I am simply calling to introduce myself and to let you know that I would love to have the opportunity to speak with you about helping you save on your business's insurance.

(PAUSE, DON'T SAY A WORD. IF YOU TALK FIRST,YOU LOSE)They will start telling you that that are happy with their agent, that they don't renew until *****, that they would love to speak to you right away, or they just don't have time to talk right now, WHATEVER. (LET THEM TALK, AND YOU LISTEN)

IF THE CONVERSATION CONTINUES, and they don't need your services right away:

ASK: Do you mind SHARING with me who you have your coverage with now? ( people love to share, people hate to TELL you stuff)

Do you know your renewal dateS? (probably, but may be different for each policy))

Would you mind if I give you a call a couple of months beforehand to set an appointment to sit down with you and review your coverage?

IT'S AS SIMPLE AS THAT!!!!! VERIFY THEIR INFORMATION, INCLUDING AN ADDRESS, THEN:

1. SEND THEM A LETTER AND A CARD THANKING THEM FOR THEIR TIME TO SPEAK WITH YOU ON THE PHONE, AND THAT YOU HAVE MADE A NOTE OF THEIR RENEWAL,

2. SEND THEM A LETTER 2 WEEKS BEFORE YOUR SCHEDULED CALL TO LET THEM KNOW YOU ARE AWARE OF THEIR UPCOMING RENEWAL AND WILL BE CONTACTING THEM SOON

3. CALL THEM WELL IN ADVANCE TO SET AN APPOINTMENT

Here's another big secret!! NOBODY ELSE IN YOUR AREA IS DOING THIS!!!!! INSURANCE AGENTS CAN BE A LAZY LOT.MOST PERSONAL LINES AGENTS ARE SITTING BY THE PHONE RIGHT NOW, POSSIBLY READING THIS, AND WAITING FOR THE PHONE TO RING. USUALLY YOU WON'T HAVE ANY COMPETITION WHEN YOU CALL, EXCEPT FOR THE INCUMBENT AGENT, WHO IS A WHOLE NEW SET OF PROBLEMS.





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Again, didn't mean any insult by it. I meant it more as a compliment.

I know I said some less than nice things to you in the past. I don't know you at all, but I do applaud you for your success.

As said on Top Gun Producers. Prospecting is a contact sport. Good prospecting will make up for poor insurance knowledge. Great insurance knowledge rarely makes up for poor prospecting.

That's how I took it.

 

[mywaytotalk]

Good stuff! I agree commercial calling is by far the easiest of the "cold calls" for me to make. I have done commercial calling for 10 yrs now and don't mind it one bit.

Good stuff keep it coming!

 

[OhioIA]

Great info...thanks for sharing.

 

[Norwayguy]

I was told by agents on this forum that this would work and the effort is starting to pay off. I haven't picked up the phone to cold-call in at least 3-4 months, but I paid a price the first year and some of the second.

I know you've mentioned meeting your goals....But Prospecting should never end. Clients will get pissed off at the carrier about something and you will be able to do nothing right in thier eyes and you will need someone to replace them...Business will go out of business or be sold to someone else....Always be prospecting...You've seen what it can do over time. The first major hurdle is surviving year 1...Then I believe its year 5 as agents get comfortable and go back to existing clients until they have sold everything they can and no longer have a full pipeline.

 

[Crabcake Johnny]

How did you build your business? How did you keep your pipeline full at all times with new prospects? Would love to hear some traditional stories from agents that have been around a little while as well as some of the more creative ones.

Step 1: Get in your car
Step 2: Drive to a business area
Step 3: Walk into businesses and pitch
Step 4: Repeat steps 1 through 3

 

[tins]

Step 1: Get in your car
Step 2: Drive to a business area
Step 3: Walk into businesses and pitch
Step 4: Repeat steps 1 through 3

Step 1: Cut a hole in the box...