We are who we insure

  • Specialty

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      Cortland, New York Office
      Address:  67 Main St
      PO Box 5670
      Cortland, NY 13045
      Phone:  800.822.3747
      Fax:607.756.5051 (Underwriting)
      Fax:607.756.5967 (Claims Services)
      info@mcneilandcompany.com
      Denver, Colorado Office
      Address:  1331 17th Street
      Suite 810
      Denver, CO 80202
      Phone:  800.822.3747
      Fax:607.756.5051 (Underwriting)
      info@mcneilandcompany.com
      Petaluma, California Office
      Address:  1310 Redwood Way
      Suite 210
      Petaluma, CA 94954
      Phone:  888.814.4447
      Fax:760.423.1050
      info@mcneilandcompany.com
  • 5 Tips to Succeed in Specialty Markets

     
    Print McNeil & Company 11:57 am

    There are plenty of successful insurance agents who have struggled to transition to program business and specialty markets. It got me thinking, what does it take to be successful in this arena and, more specifically, with McNeil & Co.? With the help of a few of our longtime agents, our marketing team put together a list of 5 tips to help you excel in the specialty insurance business.

    Stay Hungry & Stay Active: In the niche markets we serve, new carriers and brokers are constantly entering the fray. To stay ahead of the competition and grow your book of business, you not only need to stay active with servicing your current clients, but prospecting for new business as well. When it comes to specialty insurance sales, complacency can kill.

    Become an Expert in Each Market: Whether you’re appointed in one McNeil program or many, it is essential that you know the in’s and out’s of not just the coverages, but the industry as a whole. Each market has unique dynamics and require intricate knowledge of who the decision makers are and how to appeal their needs and ease their pressure points.

    Never Stop Learning: With the ever changing nature of specialized markets, it’s important to stay on top of the latest industry trends and coverages available. Becoming complacent with your sales and insurance knowledge could put you behind the eight-ball. Seek out opportunities to grow and learn from industry experts and take advantage of any trainings your carriers have to offer.

    Think Short & Long-Term: Some industries we serve are unique in that it isn’t uncommon for a larger prospect with a lot of moving parts to have an expected sales cycle of a few years. Balancing your schedule and focusing on both your short-term and long-term prospects can help bolster your pipeline and ultimately lead to more success for you and your agency.

    Think Outside the Box: In some markets, like the car wash or bed and breakfast industries, it can be difficult to catch the attention of an owner and establish that first contact. When knocking on doors and making cold calls won’t cut it, you have to think outside the box. Whether it’s spending a weekend at the B&B you’re trying to write or leaving “goody-bags” on the car wash door before they open, you can get an opportunity to quote a prospect by doing something original.

    Every market is unique and each agent has to find the method that best suits them and their clients. These 5 tips are just a few building blocks to help you find your footing in the specialty insurance world.

    By: Tim Woitach

    *Subscribe to our Agent Newsletter for more articles like this one and to stay up to date on all McNeil & Co. news.

     

  • E-Learning

     

    E-Learning Copy

    Our E-Learning platform is available 24/7 to meet the needs of the student. These online courses are offered free of charge to our insureds. Additional classes are being developed on a regular basis, so check back often to see new opportunities.
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  • Our Programs

     

    Our Programs

    We offer some of the most comprehensive insurance coverages in the industry. Let us propose a customized insurance package for your organization.
  • Questions?

     

    Questions

    Have questions about your policy, want more info on our programs or need to be put in touch with a local agent? Contact us today and we'll be glad to assist you!
  • Contact Us

     

    Contact Us

    800.822.3747

    info@mcneilandcompany.com

    20 Church St
    Cortland, NY13045