What Brokers Should Look for in a Smarter Prospecting System Not all prospecting systems are created equal. Some are built to maximize activity. Others are designed to improve decisions. For commercial brokers who want better pipeline quality, the best system…
How Commercial Brokers Can Prospect More Strategically in Competitive Markets In competitive commercial markets, effort alone is rarely enough. Most producers are already working hard, following up, and trying to stay visible. The challenge is that many are doing those…
Cold calling has been a core part of commercial insurance sales for decades. But today, many brokers are finding that traditional prospecting methods are producing lower results while consuming more time than ever before. The biggest problem is not effort.…
How to Build a Commercial Pipeline Without Relying on Blind Cold Calls Cold calls can still contribute to pipeline growth, but they should not be the only engine behind it. When a producer relies entirely on blind outreach, pipeline quality…
Ask any commercial producer where most of their time goes and you will hear the same answer: Prospecting. But ask where most of their results come from, and the answer is very different.Most results come from a very small percentage…
Commercial insurance prospecting is undergoing a quiet transformation. Technology is changing how brokers identify opportunities, how they approach accounts, and how they build pipelines. Some brokers are adapting. Others are still relying on outdated methods. The Old Model The traditional…
Why Most Commercial Prospect Lists Fail Prospect lists are everywhere. Purchased databases, scraped directories, local business records, industry groups, chamber lists, and referral exports all promise the same thing: more people to call. But most lists fail to produce strong…
Why Better Prospecting Data Leads to Better Broker Conversations In commercial insurance sales, the quality of a conversation often depends on the quality of the information behind it. When a broker reaches out with little context, the discussion tends to…
The Hidden Cost of Calling Accounts at the Wrong Time Timing is one of the most overlooked variables in commercial insurance prospecting. Brokers often focus on contact lists, scripts, and call volume, but timing has an enormous impact on whether…
How Top Brokers Avoid Wasting Time on the Wrong Accounts One of the clearest differences between average brokers and top commercial producers is how they spend their time. High-performing brokers do not just work hard. They work selectively. They know…