Identifying Pipeline Accounts – New / New Business Focus Flashcards
Identifying Pipeline Accounts – New / New Business Focus
Written 9-18-19 / Updated 9-18-19
Category: Prospecting / Producer’s Pipeline Focus
When to Use: To identify new business opportunities to add to pipeline. To show producer how much you want to partner with her / him to help them grow their books.
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 whether you are seeking to grow your book of business. I’d like to spend a few minutes talking about that. How does that sound?
Initial Probing Questions
In terms of prospecting, are you actively seeking to grow the number of accounts or lines of business in your book? If so, what is your plan for doing so?
Producer Pipeline Questions
In what industries are you seeking to specialize or target accounts within? About how many accounts do you have on your prospect list? Where do you get your leads from?
The Ask
With the power of Travelers, we can write more new business together. I would love to get a confidential copy of your prospect list so that I may go through it to see with which accounts I may help - what do you think?
