Direct/Specific Competitor Approach (asking for accounts based on knowledge of the competition): Question

Question 1

“How is your business going? Are there any …

Answer 1

disruptions? How is your (mm/dd) business going? (Open probe assuming you know the business is with a target competitor)

Question 2

Answer:

Answer 2

“Fine.” “Good.”

Question 3

Response 1: “Is it ok if I ask you some …

Answer 3

questions about that?” (Especially when they say things are good – keep asking good, thought-provoking questions in a genuine way. By doing so, may create disruption in producer’s mind about their best accounts they didn’t plan to market).

Question 4

Response 2: “Why is it good?” “What makes …

Answer 4

their current carrier great?”

Question 5

Response 3: “We really like similar classes of business to …

Answer 5

carrier ______ as well (if it is a target premium segment we are competitive on)

Question 6

Follow-up/end: “I know we can do a …

Answer 6

great job for you on that one, would you give me a chance and send it in this year?”