Identifying Pipeline Accounts - Existing Producer's Book Flashcards
Identifying Pipeline Accounts – Existing Producer’s Book
Written 9-11-19 / Updated 9-11-19
Category: Prospecting / Existing Book Focus
When to Use: To identify new business opportunities to add to pipeline. Get to “How Manys.” There is no one “set” number of accounts handled by any producer. Get to know how many accounts they each have. And then how many renewals they have coming up in a certain month. By asking, you are getting them to start thinking about the accounts they have coming up. Tackle this conversation over multiple visits. When you narrow it down, producers are thinking about their clients and how to keep them - not about their risk management needs, for example.
Intro / Why
Hi NAME, It’s very nice to meet you OR although we’ve known each other for a while, I haven’t yet asked to learn about your book size or to get an updated understanding of your book so that I can be ready to help when needed. Is it okay if I ask you a few questions on that topic? Yes, ok great!
Book Questions
About how many separate accounts do you have? Does your book of accounts follow the 80/20 rule, in which about 20% of your accounts bring in 80% of your revenue?
LARGE ACCOUNT IDENTIFICATION QUESTIONS
I’d love to hear stories about your larger accounts and how you won them! And, knowing how important those large accounts are to you, I’d love to get a list of them so that I may identify which ones you can count on me to help you with should you ever need to change carriers. Are you good with that and, if so, how would I get that list? How often do you market your larger deals? What keeps you up at night (losing that big deal for the month)? What may I help you with, in terms of talking with the CFO, that would help make you continue to be seen as the trusted advisor?
Next Steps
I’ll go through the list in the next 30 days. Let’s set up a meeting, now, for about 30 days out, so that we can meet again to talk further; how does that sound?
