What are some of the best "ICEBREAKERS", when you approch an insurance company? Who do I really need to get to, to get som business?
Make regular visits, maybe once a month. Don't try to tell them everything on one visit. Start with introducing yourself, a little of your experience and qualifications, the area you serve. But not over 3 minutes unless they ask you for more information. Each visit you can share a bit more information. It is good to have a reason for calling on them. For example, "I wanted to let you know we just got a new TES unit that can dry buildings in 1/3 the usual time." Or "We now cover the city of Podunk that used to be outside our service area." Bring them some coffee and doughnuts in the morning or snacks in the afternoon. Set aside one day each week when you only do marketing. That helps you stick to it and not get side-tracked. They will eventually call when the regular guy they already use screws up or when some incident cause so many claims that they are calling everyone in town. When they do call, be sure to do the job right and handle the personalities with empathy. Scott Warrington
