Why won't Travelers appointment us? Spare a login please?

[MIGA1626]

Hey Guys! We have built approx 2 million of 90% commercial lines. Good LRs 10%-25%. We are SIAA members and literally have every single direct appointment that SIAA in our area EXCEPT travelers. They won't even give us access to a login to quote through our master agency like Liberty Mutual, GUARD, ect... did before we we're appointed. Has anyone else had this issue with them? The rep keeps telling me he wants to see commitment from us. However we do not have time to submit to someone at our master agency to wait back on a quote. Hell, I don't even know the ballpark pricing because and I can't go in there and quote. Any suggestions? Should I go around my Rep and talk to someone else in Travelers? Thanks for your help!

 

[fed up]

Turn the conversation around on the rep next time and ask him for a commitment to show how interested he is in your business

 

[MIGA1626]

That's a good Rebuttal! Is the rep usually the decision maker on it? He keeps acting like there some rule for me to write 50K with them first then I will get. I don't know if that is just him doing it or if there is really some corporate rule with them.

 

[fed up]

I don't know about their specific rules but if they want your business they will have to ask for it. Do you really need their logo on your door?

 

[marindependent]

I would get some intelligence on this before going around a rep.

Are others in your state getting direct access?
Does Travelers prefer Commercial or P&C in this state?
Have they had issues with other SIAA members before?
What is / are Travelers future plans in this state?

 

[AdvisorsIns]

I am an SIAA member as well. We are top 1% of writers for Travelers in the US usually. Travelers is #1 or #2 in our agency. My advice since you asked would be to show a business plan on how you will make Trav a top 3 carrier in your agency. Offer a book roll, a growth plan. Carriers are not interested in being your number 4,5, or 6 carrier. Less is more in this business. People think the more carriers the better but it is the opposite. Find 4 carriers you can plan around and work with your carrier reps on growth and stability plans. Schedule a meeting with your SIAA CEO and bring them your business plan showing why Travelers would be a great partner for you and how you will be putting business with them. Show them quote volume, show them your last 60 days prospect types your writing. Lean on your SIAA CEO They will get you the appointment. But make sure you have done the planning and preparing for the meeting.

 

[Markthebroker]

Have you tried showing up to the meeting in a cape??

 

[rbadoux]

Chicken or Egg. Someone has to reach first to secure the contract, with any large writer.

A commitment upfront is understandably tough, without knowing their rates and appetite, it's committing blindly.

A solid business plan as well as identifying which accounts you wish to quote Travelers might be key in securing the appointment. If Travelers is confident in their rates, they would likely see a potential of 25-35% of those accounts to be placed with them. From there, the reps may consider the appointment based on potential, rather than actually committing volume blindly.

This is how I secured certain binding authority E&S appointments, which is a tougher road than securing a direct appointment as a retailer. But every company is different. Do a little convincing without the commitment, and I think you'll do just fine.

 

[Christopher Lane]

Check out Indium, they may be of assistance.

 

[Herkster]

Their Ag book took a giant ass premium jump this year, hopefully their commercial isn't following...