How do I find new commercial insurance customers in my insurance agency?
How can you find new P/C customers Commercial and Personal Lines in a soft market?
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Tags: Commercial, commercial insurance, insurance, insurance agency, insurance customers, market
4 Responses to “How do I find new commercial insurance customers in my insurance agency?”
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You pick a class where you think you have a competitive product. Go to the yellow pages, look up the addresses, and go visit each one. Sometimes 4-5 times. Ask for referrals from existing clients. Ask your marketing reps for prospects – most carriers WILL give you a list of prospects – mostly for classes they are targeting, from yellow pages or D&B reports.
D&B is another great way to find ‘em, you can get financially solvent companies, by SIC code.
mbrcatz17 is on the right track; there are lead generating companies that are web based. Usually for a flat fee, they sell leads by SIC code. Get the phone going and start calling.
If you can target specific industries and you’re knowledgeable in their industry, you may have luck prying them from their current carrier. Offer services like sharing industry best practices or helping them get down their WC costs.
Also, certain industries are always hard, no matter how soft the general market is: roofer, truckers, limo companies; find good markets for them and start hooking them up.
mbrcatz is correct. I also like to cold call either on the phone or in person. If you call, ask if you can have the opportunity to try to save them money or increase their benefits, ask for a renewal date, make a note of it, and contact them 2 months prior to the x-date. I have written a lot of business this way.
By the way, don’t call homes, call on businesses only. The business owners will want you to write their personal lines stuff, too. Do a good job, and you will get referrals.
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