New Target Market Ideas

[warnerins]

Alright, I'm always interested in what you agents are thinking and what strategies you are contemplating. Lets keep this one simple. In this tuff economic environment I am looking to target market commercial and p&c insurance to businesses that are doing well (if any).

Let's start a thread on who you think is a good prospect for targeting and why. Here is my two cents:

I have an Uncle in the midwest that has three auto repair shops and he said that business is booming. If you can't buy a car or financing is impossible then you are likely to fix what you have.

Auto repair shops

what is the one thing that people do when money is a concern or when they are rolling in money? Drink alchohol.

Liquor store owners

Any other ideas?

 

[Bob_The_Insurance_Guy]

Bankruptcy Attorneys.

Home Health Agencies.

Outplacement Firms.

 

[fondyagent]

Payday Loan stores

 

[djs]

Thrift stores
Ross Stores (doing a booming business)

Avoid hi-end 'consipicous spending' type of stores.

Video rentals (cheaper than going to the movies)

Problem is, you need a way to approach a market, which is usually tougher than coming up with markets to approach.

The trick isn't knowing that auto repair is booming, but how to get them to take the time to talk to you. Not always the easiest thing.

Dan

 

[SoCalBroker]

Good points DJS ... thats always the dilemna - getting in the door.

Most savvy agents know - they have to get on renewals early and often and get the account out to market cuz the folks are SHOPPING. We aim to blanket the market and get our bases covered, early before other brokers can convince our clients to let them in.

Our agencies strategy is to go after our tried and true niches [out here in CA] and play to the prospects pain.

"Whats that Lazy, 7 handicap golfin', no commission earning agent done for me lately?" Is he at some AIG junkett or working on my renewal and saving me $$$ during these hard times?

We think this is a time a lot of tired agents with good accounts are just gunna - say fuhhhgetabout and get out of the biz. Were going to see this economy shake out the weak sisters, and clinger on'rs living off renewals. Renewal prices are dropping with revenues and payrolls - books are dwindling rapidly.

New faces taking over accounts means more folks might be open to a new new face

W're marketing hard into this economy - we see opportunity. Commercially anyways. We seek 10+ employee accounts or $25k in premium minimum

We've got some interesitng marketing pieces that get nearly 100% open rates, 90+ % read rates - by the owner, and get past the gatekeeper, or if it doesnt get past her - she remembers us. Our piece has a very high recall rate when we follow up.

1st 5 agents outside of California to PM me ... I'll send you some samples. Im willing to share - just not in my target market -

I like service contractors with a few yrs in business doing commercial svc contract work - like for restaurants. I like technology risks, I like auto repair [tuff marketplace in Cali though - lots of competition!] Health Care Professionals - plastic surgeons, specialty practicioners seem interesitng too.
Steve

 

[rockclover]

Hi There,

I am an Allstate agent and just like everyone else am looking for new ways to market. I don't usually have a hard time with gatekeepers, but lately it seems they are getting tougher. I have been targeting Auto Repair and Mechanics and would be grateful if you could share your proven talk path sample with me. I am in the state of Texas, so you dont need to worry about me. I am just looking for a different talk path with the gate keepers. Thanks in advance for your time.

 

[yabba]

For Rockclover: Any concise ideas or techniques on getting
past gatekeepers? Always been a little weak in that area.

 

[SoCalBroker]

As I said ... PM me or email me your agency address and name, and I ll send you a sample of the piece we send or a very similar piece, and I will call and follow up.

All the best,

Steve Aylor
Insurance Solutions
Insurance Referral Solutions
[email protected]