There are first steps to any process, including how producers should prospect for commercial insurance. Today we'll talk about identifying the ideal client.
Look for 3-5 common trends in your own book of business, then find the classes where you have the highest hit ratio. From there, you can identify your top 3-5 carriers.
Take this three-step approach to solidifying your ideal client based upon your market access.
1. Learn the carrier appetite guide
2. Learn the strengths and weaknesses of the carrier
3. Find out what sets them apart from other carriers
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