Commercial Insurance Leads

Commercial P&C leads are one of the easier lines to work in regards to lead acquisition and generation.  We have the majority of our experience with BOP and general liability with a strong emphasis on cross-selling new clients group life and health.  There are many ways to approach commercial P&C but we recommend targeting new businesses.  There is always going to be new businesses entering the market and a surprising number do enter the market with little or no liability coverage or knowledge of the need for such.  New business, specifically small and medium sized businesses are the low hanging fruit of commercial P&C.  The restrictions in this segment are much more relaxed in terms of calling as there is no DNC list.

Cross Selling Opportunities
Once you have an interested party don’t hesitate to cross sell group life, health and any other lines relevant to the prospect’s business.  Try to package these related lines as a cost savings and sell the benefit of a one stop insurance source.  Most small and medium sized businesses are very lean operations and don’t want to spend too much time managing their insurance plans.

Recommended Lead Acquisition Methods
Lead Generation -  For generating your own commercial P&C leads we recommend calling or visiting new businesses as well as small and medium sized businesses that are nearing their 1 or 2 year marks of operation.  You can get typically get a list of new businesses in your target area by visiting the local chamber of commerce.  For more specific lists we’d recommend a list or information broker such as InfoUSA.  Calling new business is our top recommendation.  With larger lists you might consider a predictive dialer or outsourcing telemarketing services.  If you are in a small area and have good face to face skills you will want to consider dropping in during non-peak hours. Some agents still use voice and fax broadcast efforts to blanket all local businesses regardless of size and time of establishment.  The US government has begun to reign in some of these practices so we typically recommend phasing them out all together.  If you already have an established book of commercial business don’t be afraid to call on them to check on their needs from time to time.  This is a good opportunity to discuss local business and obtain referral business and new business leads.

Lead Buying - Shared internet leads are a solid option for commercial P&C.  The volume isn’t typically huge but the leads are targetted and typically have a higher closing ratio than lines such as life and health.

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