Single end-user license • Pricing: $40
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
New and seasoned commercial lines producers -- and their managers (for training purposes).

File format:
48-page PDF document.

Headline:
300 Sales Ideas for Commercial Lines Producers.

Image:
Play money on scale.

Design format.
8.5" x 11" 48-page PDF mini-guide for producers and their managers. Mini-guide includes a total of 300 practical prospecting and selling ideas gathered together for handy reference. Presents both classic and contemporary tips for prospecting and selling commercial lines. Includes multiple ways to use today's social media for insurance production purposes. The guide eliminates all excess wording and clipart and gets right to the point. It’s a powerful training tool for new agents and serves as a practical reminder for seasoned professionals.

Extra value.
This PDF mini-guide includes all of the ideas included in our print version (219 Sales Ideas for Commercial Lines Producers). Many have been updated -- plus you get 81 more ideas for a total of 300. And, unlike the print edition, you don't have to buy separate copies for each producer in your office. You may legally provide a copy of the PDF guide to each agent in a single physical agency office without violating our terms of use.

Also, if you own an Apple iPhone running iOS 4, download the free iBooks reader app. If you own an Apple iPad, it automatically comes with iBooks. This app allows you to add PDFs to your e-library for portable reference, in addition to ordinary electronic books. Add the “300 Sales Ideas” guide to your iBooks PDF library so you can use it when you are out of the office selling.

Some Ideas You Know • Some You Forgot • Some Are New to You...
 
107 Prospecting Ideas

23 Traditional Sources of New Commercial Leads.
5 Ways to Search LinkedIn for P&C Insurance Leads.
6 Ways to Use Twitter to Spot P&C Insurance Leads.
8 “Instant” Referral Sources for Commercial Lines Leads.
5 Ways to Find Prospects in Routine Actions.
8 Trade Show Tips for Business Insurance booths.
3 Steps to Prospecting by Proximity.
5 Steps to Accessing a Client’s Mini-Network.
8 Tips for Prospecting by Voice Mail.
9 Ways to Stay in Touch with Hesitant Leads.
27 Ways to Evaluate a New Commercial Lead.

192 Selling Ideas

General Tips

38 Things Not to Do When Selling Insurance.
5 Ways to Enhance Your Professional Image.
9 Examples of Features, Advantages, Benefits.
5 Tips for Retaining Business Accounts in a Down Economy.
32 Tips for Writing an Effective “Thank You.”
4 Ways to Format Your Proposal Like a “Software Update.”

Navigating the Sale

6 Questions That Producers Hesitate to Ask New Prospects.
10 Good & Bad Commercial Sales Questions.
8 Indicators of a Commercial Prospect’s Level of Pain.
7 Ways to Avoid Common Negotiating Mistakes.
7 Ways to Identify a Prospect’s Fears.
9 Do’s & Don’ts for Handling a P&C Objection.
5 Ways to Manage Common Commercial Lines Roadblocks.
5 Trial Closes to Help You Test the Waters.
7 Commercial Insurance Closing Techniques.
7 Ways to Manage a Prospect’s Stall.
7 Creative Ways to Employ Executive Summaries.

After the Sale

5 Post-Sale Actions to Reduce Buyer’s Remorse.
6 Ways to Resolicit Failed Commercial Quotes .
10 Ways for Commercial Agents to Analyze Winning Sales.

1 Fun Idea (We aren't telling you what it is. You have to get the mini-guide!)

Item number: PDFB-CL-001

Single end-user license • Pricing: $25
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Virtually any small-to-medium sized business that you want to creatively solicit.

File format:
3 Word files. Illustrative sales letter • Flaw finder report • Flaw finder report cover

Headlines:
Letter: Got Insurance Flaws?
Report: Flaws Found.
Report cover: Insurance Flaw Finder Report.

Image:
Imaginary "Insurance Flaw Finder" machine. It almost looks real!

Design format.
This 3-piece tool set marries marketing to your insurance proposal. The "insurance flaw finder" is an imaginary machine that adds an element of fun to the classic problem-solution. It starts with an illustrative insurance sales letter to entice businesses to let you search for "flaws" in their insurance program -- and progresses to a "flaws found" report that's delivered as part of your proposal presentation. A sample report and report cover complete the tool set.

This set consists of three 8.5" x 11" documents.

Letter: Mail in a 6” x 9” envelope, to new prospects, recent ex-insureds, and unsuccessful quotes. It temporarily diverts the executive’s attention away from the price-only promotions that dominate insurance sales and refocuses him on potential “flaws.”

Report: Itemizes all major “flaws” found and suggests solutions on specific proposal pages.

Report cover: Use to present your Insurance Flaw Finder Report [above] and as a lead in to your new business proposal.

Also see blog for usage tips.

Item number: TOOL-CL-017

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers who qualify their prospects before quoting them.

File format:
Word document.

Headline:
Commercial lines prospect qualifying checklist.

Image:
None.

Design format.
8.5" x 11" document. Checklist aids you in estimating the potential salability of a particular new business prospect. It helps you to project the "sales worthiness" of a new commercial lines prospect before you go to the effort and expense of soliciting its policies. Each of the 27 items that you check – that match up with your prospect – denotes something positive about the business. This Word document may be easily edited to add, modify, or delete checklist items.

Item number: TOOL-CL-001

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers who seek to plan ahead for sales meetings.

File format:
Word document.

Headline:
Sales call planner.

Image:
None.

Design format.
8.5" x 11" document. Helps to plan ahead for sales meeting success with new prospects. Suggests pre-meeting research, things to remember, plus identifies first meeting and follow-up meeting objectives. Producers and sales managers can edit contents of the document to better serve their requirements.

Item number: TOOL-CL-002

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers who want to go into their first meeting with extra confidence.

File format:
Word document.

Headline:
"What-if" appointment prep sheet.

Image:
None.

Design format.
8.5" x 11" document. Helps to prepare for an initial meeting with a brand new commercial lines prospect. Contains over 20 basic, but potentially unexpected questions that a producer may hear at the first meeting. Includes room to pencil in answers as preparation. This device is not intended to be viewed by the prospect, as it's a private pre-meeting crib sheet for the producer's eyes only. This document may easily be edited, if desired.

Item number: TOOL-CL-003

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers who wish to save valuable selling hours by getting prospects to agree on the "rules of the quoting game" before preparing a time-consuming proposal.

File format:
Word document.

Headline:
Commercial lines pre-proposal understanding.

Image:
None.

Design format.
8.5" x 11" document. Helps producer to get a new commercial prospect to agree to mutually acceptable terms before going to all of the effort and expense of preparing a professional insurance proposal. Form identifies key areas where such an agreement is desirable. This document may easily be edited, if desired.

Item number: TOOL-CL-004

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers who seek to uncover more than basic underwriting information on a new prospect or renewal.

File format:
Word document.

Headline:
Commercial account direction finder.

Image:
None.

Design format.
8.5" x 11" document. Aids in determining the direction in which a commercial firm is headed. Use it to compliment, not supplant, traditional coverage-based questionnaires. The resulting "big picture" information helps to structure a custom and comprehensive business insurance strategy. Use alone or in conjunction with the "Small Business Backgrounder" [the next tool on this Web page]. This document may easily be edited, if desired.

Item number: TOOL-CL-005

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers who seek to learn basic background information on a new small business prospect.

File format:
Word document.

Headline:
Commercial producer's small business backgrounder.

Image:
None.

Design format.
8.5" x 11" document. Aids in uncovering core information about how the small business operates. It collects facts as well as the prospect's stated and perceived preferences and potential in key areas. Use alone or in conjunction with the "Direction Finder" [the previous tool on this Web page]. This document may easily be edited, if desired.

Item number: TOOL-CL-006

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers who wish to use a point-by-point policy comparison in their sales presentation.

File format:
Word document.

Headline:
[Name of agency] • Policy comparison chart.

Image:
None.

Design format.
8.5" x 11" document. Displays key limits and coverages for your proposed policies with room for the prospect (or the producer) to enter in similar facts about their current contracts. Compares four major policy types (property / liability • comp • auto • umbrella). Chart can be easily edited with Word to change anything on it.

Item number: TOOL-CL-007

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
CSRs and producers who wish to use an itemized services comparison in their sales presentation. Suitable for personal and commercial lines. [Note: This same tool is also listed under Personal Lines CSR Sales Tools.]

File format:
Word document.

Headline:
[Name of agency] • Services comparison chart.

Image:
None.

Design format.
8.5" x 11" document. Identifies over 20 potential services that your agency might offer. Examples include accessibility, communications, professional actions, and more. The chart also provides a column to list the equivalent services (if any) offered by their current agent or direct insurer. Chart can be easily edited with Word to change anything on it.

Item number: TOOL-CL-008

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers who wish to control the agenda of new business proposal meetings.

File format:
Word document.

Headline:
Proposal presentation agenda.

Image:
[Play] money on an old fashioned scale (stylized).

Design format.
8.5" x 11" document. Attractive and customizable agenda for a proposal delivery presentation. Use it to control the timetable of events during your proposal presentation. Producers and sales managers can edit contents of the document to better serve their requirements.

Item number: TOOL-CL-010

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Virtually any small-to-medium sized business that's thinking about moving their business insurance to another agent. (A creative way to get them to change their mind.)

File format:
2 pre-formatted Excel spreadsheets in a single ZIP file. One file is blank and ready-to-use; the other contains sample data for example purposes only.

Headline:
Insurance transfer cost projector.

Image:
[Play] money on an old fashioned scale (stylized).

Design format.
Colorful self-calculating spreadsheet without grid markings. Agent inputs the time value or actual cost of a variety of projected events that a business will potentially encounter -- if they shop around and ultimately move their insurance.

The bottom line: Cost of the move may actually be greater than perceived premium savings.

Note: Spreadsheets are locked to prevent changing how they work internally.

Item number: TOOL-CL-011

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers who seek to demonstrate the costs of policy ownership (beyond the premium) to their new business prospects.

File format:
Word document.

Headline:
TCOP estimator. [TCOP = Total Cost of Ownership - Policy.]

Image:
None.

Design format.
8.5" x 11" document helps producers to show a prospect the "true" cost of policy ownership by projecting both direct and indirect costs.

There is more to the price of an insurance policy than just its initial expense.  There are many other costs to consider.  These, in combination with the full front-end premium, make up its TCO (Total Cost of Ownership).  This is a view of insurance that is seldom considered.  Many prospects and clients can’t see beyond the dollar sign at the bottom of their quote or declarations page. Producers can use this form to help them to explore the bigger picture. This document may easily be edited, if desired.

Usage tip for producer: Prepare an individual document for each policy in a commercial proposal, as projected costs vary by contract.  Hand them out when you begin to discuss the premiums you have proposed.  The indirect costs area allows you to focus your prospect’s attention on the problems they are having with their current agent.  Ask them to evaluate each indirect expense you have presented.  Handled professionally, you can fan the flames of discontent to offset a rival’s reasonable dollar advantage in the direct cost section.  Suggest specific techniques for reducing / eliminating each indirect cost that you’ve shown on your side of the worksheet.  These crunch time discussions are why it’s so vital to verbally present your analysis, instead of just tucking it into your proposal, without review.

Item number: TOOL-CL-012

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers who wish to gain more time to sell and to understand where their non-productive hours are lost.

File format:
Word document.

Headline:
Commercial producer sales time-wasted worksheet.

Image:
None.

Design format.
8.5" x 11" document. Assists producers in identifying the number of hours lost to non-sales activities. Some actions shown are positive, while others are negative. Helps you to easily calculate the total annual dollar value of this lost time. This document may easily be edited, if desired.

Item number: TOOL-CL-013

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers (and their managers) who seek to identify the reasons why a particular proposal was declined.

File format:
Word document.

Headline:
"No-Sale" survey for commercial producers.

Image:
None.

Design format.
8.5" x 11" document. This extensive checklist suggests a variety of reasons why a particular proposal was declined. Helps to reduce future "no-sales." This document may easily be edited, if desired.

Item number: TOOL-CL-014

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers who seek to improve the retention of a newly-sold commercial account.

File format:
Word document.

Headline:
Account retention game plan - Commercial lines.

Image:
None.

Design format.
8.5" x 11" document. Checklist itemizes 20+ actions to aid policy retention. These include immediate post-sale, future client contact, and cross-sell / upsell actions. This document may easily be edited, if desired.

Item number: TOOL-CL-015

Single end-user license • Pricing: $15
Per insurance agency office that wants to use this tool.
Per carrier, agent's group, trainer, etc. that wants to evaluate this tool.

Target:
Commercial producers who wish to gain extra selling hours and income by "jettisoning" selected insureds.

File format:
Word document.

Headline:
Commercial producer's account jettison analysis.

Image:
None.

Design format.
8.5" x 11" document. Helps producers to identify and understand the time / reward relationship resulting from their "jettisoning" of small and no-growth accounts. Helps to calculate the projected first-year income gain to the producer. (Jettisoned accounts are served by other lesser-paid agency personnel.) This document may easily be edited, if desired.

Item number: TOOL-CL-016