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The Appeal of Business Insurance Leads
If you are in the business of selling both Property and Causality and Commercial Lines insurance, there are several avenues of marketing you can pick from. While personal lines insurance can be a profitable choice, more and more licensed agents are choosing to market to small and mid-sized businesses in their area. Business insurance leads have become a popular focus and are known to be far easier to generate. With several different approaches, including targeting new businesses and existing businesses, the sales of Building Owners Policies and General Liability can be the key to expanding your book of business.
Lead generation of small and larger businesses can be as simple as visiting local shopping malls and office complexes. This is preferred form prospecting in the commercial arena as it allows the agent to introduce himself or herself, provide contact information, and get a feel for the risk. Most seasoned agents will contact the chamber of commerce for lists of new operating businesses. These agents can also narrow lists down based on types of businesses to filter out risks their company will not cover. Scrubbing lists prior to introduction is key. While you may not be able to cover their business, there are other needs you may be able to satisfy.
The most attractive part of prospecting to businesses is the potential to cross sell. Cross selling opportunities to commercial exposures are far greater than those to auto or home insurance clients. This is primarily because a business owner will want to package all of their insurance in one agency for convenience. With this you have the opportunity to mention health, life, disability and even personal line insurance. By selling the benefits of multiple policy discounts and a one-stop-shop, you will likely find one lead can lead to closing several policies.
Business insurance is a new focus. With a number of businesses looking to save money on their current insurance, you will find businesses more receptive to the thought of a quote or sales presentation. Build a rapport and close your business leads for profit and growth.