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COMMERCIAL TRAINING 101

COMMERCIAL TRAINING 101. TAG Corporate Bob Keavney. Welcome to Agent Training Commercial Lines. Commercial Team Members. Bob Keavney Account Managers Mike Racine Ann Roberts Angela Gross Tina Griffiths Shannon Williams Becky Nerim. Commercial Workflow.

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COMMERCIAL TRAINING 101

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  1. COMMERCIAL TRAINING 101 TAG Corporate Bob Keavney

  2. Welcome to Agent Training Commercial Lines

  3. Commercial Team Members • Bob Keavney • Account Managers • Mike Racine Ann Roberts Angela Gross • Tina Griffiths Shannon Williams Becky Nerim

  4. Commercial Workflow CARRIER AGENT ACCT MGR

  5. Commercial Account Manager Advocate Facilitator Mentor Protector

  6. What are some of the keys to success for Commercial Insurance? • Understand the difference between a suspect and a prospect • Understand what is a good risk • Understand when to say no

  7. Suspect VS Prospect

  8. SUSPECT • Does not have current insurance • Has been declined for coverage • Policy has lapsed • Will not reveal information • Not the decision maker • Has a lot of time to discuss insurance • Is looking for a quote midterm • Has multiple claims The results when we chase suspects………

  9. SUSPECT….. • Waste your time • Waste your account manager’s time • Waste our carriers’ time • Work for free (no sale, no commission)

  10. PROSPECT • Currently has Insurance • Able to provide information and policy • Decision maker • Policy renews within the next 30-60 days The results when we chase prospects…

  11. PROSPECT … • Improve your skills in quoting business • Improve your relationship with Acct Manager • Improve our relationship with Carriers • Write more business • Get more referrals • Work smarter and make more $$$$$

  12. PRE INTERVIEW • Before meeting a prospect, take a little time and prepare • Check to see if the client has a website • how long have they been in business? • who is the owner? • what do they do? • do they have other locations? • google the company and the owner

  13. The InterviewInformation you must obtain: • Name of entity • Mailing address and phone number • FEIN or SS# • Renewal or effective date • Website • Date business established • Years of experience • Nature of business (specific) • Number of employees • Additional Owners • Current Carrier and premium • Coverage Type (own or lease vehicles, etc) • Policy • Losses • Annual Gross Revenues • Annual Payroll • Subcontractors

  14. Post Interview • Website (valuable information) • Internet (Google the company) • Assessors’ Office • Secretary of State (business search)

  15. TOP TEN LIST • Named Insured incorrect • No target or expiring premium • Nature of Business not provided • Year “business started” date not provided • No Fein or SS# • No Gross Sales or Gross Payroll provided • No VIN’s or Drivers License info provided • No effective date provided • Mid term submission • Agent info left blank

  16. Commercial Business Survey

  17. ACORD FORMS

  18. Commercial division contacts 303-799-8112 MAIN OFFICE • 303-799-4614 MAIN FAX LINE • Account Managers • Mike Racine mracine@tagins.netext. 229 Direct: 303-565-1849 Fax: 303-551-9418 • AnnmaryRoberts aroberts@tagins.netext. 245 Direct: 303-565-1850 Fax: 720-881-8990 • Angela Gross agross@tagins.netext. 242 Direct: 303-565-1844 Fax: 720-881-7192 • Tina Griffiths tgriffiths@tagins.netext. 239 Direct: 303-565-1843 Fax: 720-536-2542 • Shannon Williams swilliams@tagins.netext. 224 Direct: 303-565-1856 Fax: 720-287-6526 • Becky Nerim bnerim@tagins.netext. 248 Direct: 303-565-1841 Fax: 720-881-7279

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