Large Account Acquisition: Identifying Large Accounts

Question 1

Large Account Acquisition: Identifying Large Accounts

Answer 1

Written 9-10-19 / Updated: 9-10-19
Category: Pipelining / Prospecting
When to Use: When searching to identify large accounts to track & add to pipeline

Question 2

Intro / Why

Answer 2

From a revenue standpoint for you and from a premium standpoint for me, large accounts make the world go around. I think the old 80 / 20 rule (Pareto Principle) applies here: roughly 80% of the effects come from 20% of the causes, or put into insurance terms, roughly 80% of our income comes from 20% of our accounts.

Question 3

The Ask

Answer 3

Each of us has new business objectives. What better, faster way is there to over-achieve those objectives than writing and retaining large accounts? I’d like to work with you to identify large accounts that your currently write with which you might need help in the next couple of years as well as large account prospects that you are targeting that you know you can help.

Question 4

What’s In It For Me?

Answer 4

I understand that your large accounts are your bread and butter and it’s critical that they be treated with TLC. That’s why I would partner with you to find out how you want to work things, what’s important to you in working with the insured and prospect, what role I would play, and what pain points we can solve by working together.

Question 5

The Second Ask

Answer 5

Let’s sit down and dedicate some time, on an ongoing basis, to large account acquisition. I’d like you to be one of my top 5 “go to” partners on large account acquisition. I’d like to start by setting a strategy and a plan for how we will be successful together. How does next Tuesday at 10 sound for our first meeting?