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I have been in the insurance industry since 99 and recently became a producer rather than a CSR ............it is a very different world.

I have been in the field for a couple of weeks (2.5) and I have brought in several small pieces of business but I am having a hard time getting to the big guys.............in addition to that, I hardly ever get all the information I need, it is difficult to pull this information from clients who are also trying do their job, they are busy .............I feel incompetent. Please Help.

Cold calling the smaller commercial market is easy...the business owners are generally accesable and always ready to hear how they can save money. Of course, this works both for and against you...if you're selling on price alone without developing a relationship built on more than the bottom line, then you're vulnerable to the next new producer who can undercut your rate.

The 'big guys' are going to take a lot more time and persistance. Think of it...the bigger accounts most likely have established relationships with agent/brokers that go far beyond just the cheapest price and are more likely risk management relationships.

In order to crack into the big time, you're going to have to persist in regular, but not pestering calls, while developing a knowledge of the business you're trying to attract. If you're calling on machine shops, then you'll have to learn something about that kind of business. If you're trying to sell to property managers who deal with large apartment owners, then you'll have to develop expertise in those kinds of risks. And, so on and so on.

Two and a half weeks isn't any kind of fair timeframe to assess your odds for success or failure. Unless producers were related to someone in authority who makes insurance decisions at the larger accounts, they all went through this kind of song and dance. Hopefully, you were hired with some kind of guaranteed income to tide you over until your sales efforts start to bear fruit. If you were brought in on a commission only basis as a new producer, then you've got a shortsighted boss who badly needs a course in how to hire, nurture, train, encourage and most importantly, compensate a brand new sales person.

If indeed you're being paid on commision only, then you've got some hard decisions to make, and quickly. If the selling side of insurance floats your boat, then a more friendly environment will give you the time and resources to develop your skills.

Good luck.

I own an agency with 26 employees, and 5 Producers. Every new Producer goes through an extensive training program, which includes both Producet knowledge, and Sales skills training. I make sales calls with the new Producer, and he/she accompanies seasoned Producers on sales calls. They also spend time with the newbie, helphing him/her make sales calls. Lots of feedback during this 4-5 month process, on what they are doing right/wrong.

The worst thing an agency can do is hire someone with potential, and then just cast them out there to the wolves, which sounds like your experience. This may be "gut check" time. Are you really comfortable making sales calls? Do you enjoy it? Would you be comfortable/enjoy if you had more training and confidence. If so, I suggest you talk with your Agency owner/manager to discuss your concerns, and need for help. Many agency owners either don't want to spend the time helping a new hire, or don't know how to help (maybe they aren't good Producers and don't know how to train). If this is the case in your agency, I suggest you look for a new home, if you can do so, and if you want to stay in Sales.

One suggestion is a course called Dynamics of Selling, put on the the CIC Institute. Go to http://www.scic.com to learn more. Good luck.

I suppose I should have placed more emphasis on my actual calls.........I do not seem to be able to get all the information upfront. These business owners are busy. Very busy, they do not always have the time to give me all the information I need right then. I do not mind calling them once more for additional information (but others do) in fact they seem happy to know that I am working on their business and that they are important to me. I use price to get in the door (that is usually their only concern, until someone takes the time to explain what they are buying) and then take a lot of time explaining coverages and why they may or may not need a specific coverage. This seems to work well. I have found that many agents are not doing this, as they should be. The clients appreciate it.


There really hasn't been a lot of training. I was in the office for a few weeks but I am very familiar with insurance, and their agency management system. I just needed some market guidance for their agency. It would have been nice to have more guidance in the field. This is why I am targeting small businesses, until I can finely polish myself, so to speak, nor am I comfortable with the larger ones. I am just not certain this is going to go over smoothly for long.

I am being compensated by salary until my commissions meet my salary (which took much negotiation), I have annual sales goals which small business isn't realistically going to meet in this soft market. I have been in insurance since I was 19 and this is what I want to do (I have not known anything else). I suppose any field advice and/or an agency owner's true expectations would be nice to know. I like my boss and want to give it my all and at the 3 week mark I am not ready to job hunt, yet.

D's,

This grasshopper has little patience for failure. To be honest I am agitated at the end of the day and I haven't gotten a piece of business or at least a piping hot lead.

You remind me of Mr. Me ague (not sure how to spell it but, you remember the old man off of Karate Kid).


Thanks the help guys.

I made a similar move some years ago. I have been active in my community for many years, Chamber, non-profit groups, etc so many business people already know me. They are familar with my character, my reputation for getting things done & doing what I say I am going to do. That seems to be a rare commodity these days. I have not had to do a lot of door beating. Most of my new business has been referrals. I worked with alot of these clients as CSR & now I am Producer they are happy to work with me & send others. Realtors are a good referral source as is the Chamber of Commerce. Wish you great success, it doesn't come overnight & we all (or at least many of us) have days we wonder why we got out of bed!!!

FELLNINS,

We should be able to help as well. Our Industry Intelligence is design to quickly help you understand the critical business issues facing your clients and prospects. This can help you not only get in the door, but help you tailor products to fit there business needs. Give me a call at 919-861-0944 and I'll provide you a complimentary Industry Profile.

Michael

You have received some good suggestions. The best is to get involved in your community. Most chambers have an Ambassador program. This is a group of members who are volunteers who do the ribbon cuttings, greeter at luncheons, etc. Chmabers want you to promote your business and these kind of activities will put you in front of the businesses in the community in a nonconfrontational mode. This also gives you a great opportunity to pass our your business card and discuss the benefits of doing business with you. We have a soft market in health insurance, but I have managed to make a comfortable living by being the official insurance agent of our chamber by being involved in the Ambassador program and various committees. The chamber now refers me to inquiring minds and the offical agent to assist them. Don't join a chamber or another organization and sit back and expect business to come to you. You get out of it what you put in to it.
Keep the fiath and don't dispair if you don't make a sale every day. Remember, a "sale" doesn't necessarily mean you have an app. Today, as an example in our chamber networking breakfast, I met with the regional VP of a local ban chain. They have been looking for someone to help thier customers with the HSA programs. I made that sale to help all 9 of his branches and their customer.