Retaining & Building Your P&C Block of Business!

Weekly Meeting Update:  Attendees included - BenefitPlace, Vesta Worksite, and Vesta handl.  We discussed a section of an article from Rough Notes, a magazine we thoroughly enjoy, titled "TRUCKING MARKETS SEE BEYOND PROBLEMS TO OPPORTUNITIES" by Dave Willis.  The section was titled "Trucking Tips" and was based on insights by several P&C industry professionals.


While their focus was on success for retail agents in the trucking market, their "Tips" were universal in working with clients, or potential clients in any marketplace.  In brief, they suggested: 

• Learn all facets of the customer's operations!
• Understand the financial stability of a carrier!
• Are Carriers Pricing the premium to the risk?
• Understand the specific needs and operations of each customer!
• Deliver value!
• Develop a strong rapport and sustained relationship!
• Communicate with insureds!
• Service is a competitive advantage!
• Provide "Control Consultations" and "Investigative Consultations"!
• Increase the amount of time worked on each account!
• Visit clients on a regular basis!
• Educate your customers!
• Use online systems!
• Attend industry events with customers!
• Find a niche where you feel comfortable!
• Learn to walk away & Say-Next"! - Don't waste your time!

While these may seem obvious, I think they are great reminders in tough times while most of us are trying to hold on to business while struggling to attract new accounts!

Please share your comments!  You are invited to join our Lindedin Group, "Insurance Forum" and visit our website: Vesta p&c!

Have a Great Week!