1. Commercial Leaders
Session Two
03/11/2015

2. 1
1) Most Common Markets and Endorsements
– Dry Cleaners
– Restaurant
– Barbershop
– Auto Service
– Office
2) Setting Effective Appointments
– Take a step back
– What is the goal of the Appointment
– Setting Precedence
March 11th, 2015
Agenda

3. • Dry Cleaners
2
Most Common Markets and Endorsements
March 11th, 2015

4. • Food Service (Restaurant)
3
Most Common Markets and Endorsements
March 11th, 2015

5. • Barber Shops (We can offer E&O)
4
Most Common Markets and Endorsements
March 11th, 2015

6. • Auto Service (Must add Garage Keepers and Broadened Garage Liability)
5
Most Common Markets and Endorsements
March 11th, 2015

7. • Office (E&O for Optometrists and Podiatrists)
6
Most Common Markets and Endorsements
March 11th, 2015

8. • Business Owner’s Advantage
7
Most Common Markets and Endorsements
March 11th, 2015

9. • EPLI
8
Most Common Markets and Endorsements
March 11th, 2015

10. • Cyber Liability
9
Most Common Markets and Endorsements
March 11th, 2015

11. • Available Resources
– Pac West Commercial Site: http://agency.ent.nwie.net/StateInformation/PacificWest-
Commercial.asp
• 2011 Coverage Updates:
http://agency.ent.nwie.net/StateInformation/documents/shared/Commercial/PACIFIC
WEST/PremierBusinessownersCoverageUpdates.pdf
– E-Library
• Proprietary Worksheets per SIC Class ( See Attached)
• CyberOne Coverage (See Attached)
10
Most Common Markets and Endorsements
March 11th, 2015

12. 11
Setting Effective Appointments
March 4th, 2015
• Take a step back
– Understand what time constraints the owner or manager will have and be able to
operate inside those constraints
– What do you know about the client?
• What do you know about their industry?
– Understand desired markets: under-served, growing and competitive
– Understand the buying habits of the market

13. 12
Setting Effective Appointments
March 4th, 2015

14. 13
Setting Effective Appointments
March 4th, 2015
• What is the GOAL of the Appointment?
– What are you hoping to achieve?
• Data?
• Understand the business?
• Understand the client’s needs?
– What questions will you ask?
• Are the questions open ended and designed to gain insight?

15. 14
Setting Effective Appointments
March 4th, 2015
• Setting Precedence
– This is your appointment, You’re in CONTROL
• When setting the appointment, make sure to set:
– Time (understand the time you need and their available time)
– Location (Where are you meeting, be 10 minutes early)
– Important Items (Have Dec Pages, loss runs and be able to take complete copies
or make copies
– Process: Set the process, how many times you will see them/contact them before
delivering
– Deliver
• Do NOT show up LATE
• Do NOT go over your allotted time
• Gain insight and be able to advise business by the end of the meeting

16. 15
Setting Effective Appointments
March 4th, 2015

17. Homework
1) Find 10 new business to call on for next week
2) Follow up with last week’s prospects and figure out where you are
in the process
3) Identify one new market, and what your opportunity is