Travelers Risk Index Flashcards
Travelers Risk Index
Written in 2015 / Updated in 2015
Category: Understanding Customer Needs
When to Use: To Influence Agents to Use Travelers Resources to Gain New/New Business
What Is It?
Producer and AE resource to identify the top concerns of business decision makers
Where is It?
https://www.travelers.com/resources/risk-index
Why Bring this up?
(1) Agents win new business by selling coverage. Show agents how this information will help them address business owners’ concerns by providing coverage solutions for emerging exposures including service offerings for their prospects and renewals.
(2) Be different from the run-of-the-mill carrier marketing call
(3) Move towards, “trusted advisor” status
How to bring it up? Once an agent shows an interest in a specific element of the Risk Index, tie in Travelers solutions for coverage and service)
- Call ahead: “I’d like to talk with you about new information called Travelers Risk Index. It outlines top risk concerns for U.S. businesses. This information could help you with your prospecting or with your renewals. I’d like to get your feedback on how you might be able to use this information.
- Include in a Lunch & Learn presentation
- Send out an email newsletter to advertise how this information will help our agents
- Use, “snipping tool” to copy and paste a specific business industry’s results into an email to an agent who specializes in that industry in preparation for a sales call.
- Work with BDD to incorporate into a Structured Sales Document
- Post via LinkedIn (following company guidelines)
Benefits
- Informs our agency partners of the top concerns of business owners, giving them inside knowledge that can be used to influence more prospects to see them.
- Shows our agents that we are on top of emerging business concerns and we have specific solutions on how to solve them.
- By using this information during a sales call, agents see that we are not just visiting them to “prey” on their accounts.
