Selling Commercial P and C

[Air Jer]

I'm 2 years into this and I've not been taught any closing techniques by my agency. Actually my agency hasn't taught me much of anything about selling commercial property and casualty insurance so I am sort of learning on my own. The agency is top notch in all other respects so I am honored to be on their staff so please don't read sour grapes into this. Selling techniques just isn't one of their strong points.

I am wondering if I should start closing a little harder than I do with some kind of closing techniques. Brian Tacy perhaps? On the other hand, I also think that closing in this market can be very counter productive. I do my presentation with a strong emphasis on the coverage along with other things like the agency, insurance company, pay plans and of course the premium. At the very end, I have started to include a summary page where I list things that I believe are important. My final bullet point is, "can I be your agent?" I then ask them verbally if I could be honored with their business. This is all that I do.

Maybe some of you have different meetings with potential clients than I do but very rarely do I find anyone who says, "hey Jerry, write it up while I go get my checkbook." It seems that most commercial prospects want time to analyze and to think their decision over before committing. In this environment, I think it would be wrong to go for the jugular.

My question to you seasoned commercial lines agents, do you agree with what I am doing or should I take a different tack?

Thank you in advance for any responses.

 

[FLInsa]

It is sad to see you don't have a mentor. Unfortunately though there are many other producers out there just like you - w/o real guidance and coaching.

First, are you marketing to a specific niche? If not, then start asap. Until clients see you as a "specialist" in an area, you are treading water. Don't be a jack of all trades master of none agent. Specialize specialize specialize.

Second, are you qualifying your prospects properly? Remember you want quality and not quantity. I rather meet with 3 clients that are really interested and get 2 sales, than meet with 10 clients who-might-sorta-be-interested and get 3 sales. You're professional and as such, your time is money. But in order to do this, you've to set yourself apart.

Good luck.

 

[Daisy Bates]

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commercial property insurance