Success Ratio on Commercial P&C

[the mayor]

I am a Commercial Producer of 2 years for an agency with direct appointments to many of the big name carriers and smaller carriers...and plenty of brokers to work with.
I do all my own cold calling, appointment setting and mining of data. Bring it in and have an inside person do all the quoting who has many years of experience.

I bring in a good amount of business...and can usually land it if we're close....but I think we end up not being in the ballpark too often. I understand the soft market deal...but what is your real world experience

What would you guys consider a good ratio to getting a good competitive quote vs not being in the ballpark?

 

[tyjones]

I've been in the Commercial side for two years and hold a bachelor degree in insurance. When I first started I did everything without a CSR to quote and just went to all sales and no service and quoting. The best advice I can give you is this, know your underwriter's and talk to them at least weekly. These folks are your best friends and can get the pricing were you need it.

 

[Guest]

Why arent you doing the quoting?

 

[BTFuzz]

Why arent you doing the quoting?

Yeah really?...or did I read that post wrong?

 

[Soaringagent]

Maybe he's too busy selling.

 

[Bertolinoins]

10-5-2-1
10 calls = 5 contacts with X dates = 2 appointment = 1 sale

Those are my numbers over the past 9 years working within fairly hard to place niche markets with semi exclusive programs.

 

[the mayor]

Why arent you doing the quoting?

Because the head of commercial lines here, who has over 20 years experience, does the quoting. That's the way the agency is run.

I spend my day telemarketing and face to face marketing, going to appointments and making the sale.

 

[Air Jer]

That's a good gig if you are being compensated fairly. I'd take it in a heart beat.

 

[the mayor]

That's a good gig if you are being compensated fairly. I'd take it in a heart beat.

The comp is very fair.....overly fair towards me.
I guess I'm a spoiled old guy because of the industry leaders that I have worked for in past careers meant that I was always competitive price/product/service wise.....
This Commercial P&C is a very different animal.
I just want to see where other agencies were doing to see where we can improve.
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10-5-2-1
10 calls = 5 contacts with X dates = 2 appointment = 1 sale

Those are my numbers over the past 9 years working within fairly hard to place niche markets with semi exclusive programs.

As always...thanks for your input
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I've been in the Commercial side for two years and hold a bachelor degree in insurance. When I first started I did everything without a CSR to quote and just went to all sales and no service and quoting. The best advice I can give you is this, know your underwriter's and talk to them at least weekly. These folks are your best friends and can get the pricing were you need it.

I do talk to the underwriters. I probably should talk to them more often.
I did a lot of quoting my first few months here just to get a feel for what I need to bring in info wise.
Where did you earn a degree in insurance?