I have 7 years of commercial insurance ‘service’ experience and have recently gone into a ‘sales’ role with a fairly new agency. I am doing a lot of cold calling and relationship building, in order to write business. It is a slow process, but one that I do not mind.

Do you know of techniques or certain ways that this can be more successful for me? I am willing to be creative in order to be remembered by potential clients.

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Jay’s Answer: Throw parties at your place of business. Invite 1/2 existing clients and 1/2 prospective clients. Make it clear that the party itself is a networking opportunity for your attendees and won’t be sales presentation. This gives you multiple opportunities to connect:

* You’ll see past clients, and thank them for their past business. Their invitations would be a chance to ask about changes in their life that would require reviewing their policies.

* You’ll have prospective clients visit your office, and talk with people. Have nametags, and have past clients put the # of years they’ve been with you on their name tags. Prospects will see who / how many of their peers use you for a long time.

* By creating a networking event, you help your clients’ business.