Commercial Lines Intake w/Script

"*" indicates required fields

Assigned Producer*

Visbility

Script On

Script Off

Name of business contact

First Last

Thanks for the opportunity to get acquainted and compete for your business. What's the main reason you reached out to us today?

New purchase

Referral

Unhappy with price/carrier/agent/claim

Tire Kicker

Business Type of Operation*

Standard BOP Business Prospect

Lessor Risk Building

Contractor

Homebuilder/Remodeler

Standard Commercial Prospect

Excess and Surplus Lines Prospect

Referral: I will have to thank NAME OF REFERRAL for trusting us with your referral! We take personal referrals very seriously.

It's where more than 80% of our business comes from. Tell me, are we the first insurance office you've called about this?

New Purchase: Thanks for thinking of us for protecting your new purchase.

Our office is very well-equipped to serve real estate investors and deliver a recommendation with excellent coverage and cost. Tell me, are we the first insurance office you've called about this?

Unhappy: Well, I'm sorry to hear that. I can imagine how frustrating it is when your expectations aren't met. Our office takes the client experience very seriously and we're very proud to more than 80% of all new clients are referred to us by a current client. Tell me, are we the first insurance office you've called about this?

Tire Kicker: Well, I'm glad we get to talk. Of course, everyone wants a good price for their insurance program. At Clear View, our focus Is on delivering maximum value and a memorable client experience. Tell me, are we the first insurance office you've called about this?

Are we the first insurance office you've called about this?

First Office

Not First Office

First Office: Great! I'm glad to hear that. What made you want to call us first?

Note their answer to "What made you want to call us first?"

Not The First Office: Ok. Your time is valuable, so I bet you're not shopping for insurance as a hobby. What did the other office fail to deliver that made you want to keep looking at other options?

I expect that you want to receive a good price and great value with your business insurance program, so other than price what factors are important to you when making an insurance decision?

Note their answer and prepare to use It during the "show" part of the recommendation. It's always going to be "great service", "great communication", "great advice", "great technology" or some aspect of the client experience.

We put heavy emphasis on understanding businessowners' needs and preferences so we can deliver the best possible client experience. I have two simple questions for you in that area. What is one or two things that you enjoy or appreciate about the insurance experience you currently have?

Note their answer and include it during the "show" part of the recommendation. We will reinforce that they get to keep the things they already like about their insurance experience.

Now on the flip side of that question, what is one or two things about your current insurance experience that you want to change or improve?

Note their answer and include it during the "show" part of the recommendation. We will "show" that we listen to and hear them when we demonstrate our improvement in the area(s) they say are important to them.

May I briefly share a couple of important details with you about how Clear View does business differently? We have found that our prospective clients have a better experience with us when you know what to expect.

Yes

Business and commercial insurance is a lot more complex than personal insurance. So that we can best serve our clients, we only work in a few select business verticals so we can deliver best In-class advice and solutions for our clients.

Commercial insurance companies will only work with a single agency fora client at any one time. So, if one agency gets a quote from a company, no other agents can access that company. For that reason, we spend the time necessary to demonstrate our credibility and give you peace of mind In choosing Clear View to be your exclusive representative for this insurance purchasing decision. Your time is valuable and ours is too, so we don't work on any quote requests without a clear understanding of what you're trying to accomplish and a commitment from you to do business with Clear View once we have delivered on your goals and expectations.

We operate on the expectation that our clients will be part of our Client Family for many years to come. We don't place our focus on your initial buying decision, but instead on your overall and ongoing satisfaction as our client. The solutions and service we deliver to you occurs throughout the policy term and is designed to deliver maximum value throughout your program term and not just at the beginning.

What would you like me to know about your expectations before I ask a few questions to get the information we need to build your recommendation?

Note anything that is shared here so it can be referenced in the "show" part of the recommendation.

Business Details

Complete Discovery Questions... building rapport and human connection along the way. Don't be afraid to briefly detour if you hear an opportunity to create common ground (family life stage, hobbies, sports team, food, etc...)

Business Name:*

Business Entity

Phone Number:*

Email:*

Mailing Address:*

Street Address City State ZIP Code

Is Physical Address Same As Mailing Address?*

Yes

Physical Address:*

Street Address City State ZIP Code

Website Address:

Effective Date:

MM slash DD slash YYYY

Are You A Contractor?*

Yes

Which Policies do you currently have?*

General Liabilty

Workers Comp

Commercial Auto

Commercial Property

Cyber Liability

Excess Liability

Other

Current insurance company and premiums

Brief Description of Operations:

Names and % of Ownership for all Officers:*

Full Name

Position

% of Ownership

Standard BOP Business Prospect

Year Business Started:*

Number of Employees:*

Estimated Annual Payroll:*

Estimated Annual Revenue:*

Green LIGHT

YELLOW LIGHT

Why is this a good account to try and quote? What experience and financial backing does this prospect have?

Lessor Risk Building

Type of Tenant

Age of Building

Purchase Price of Building or Current Insured Amount

Green LIGHT

YELLOW LIGHT

RED LIGHT - UNLESS MAJOR RENOVATIONS

Contractor

Contractor - Year Business Started:*

Contractor - Estimated Annual Revenue:*

Contractor - Number of Employees:*

Contractor - Estimated Annual Payroll:*

Green LIGHT

YELLOW LIGHT

Why is this a good account to try and quote? What experience and financial backing does this prospect have?

Additional Contractor Details

Contractors License #

% of work Subcontracted out

% of Residential Work

% of Commercial Work

% of Remodel/Install work

% of New Construction Work

% of Service/Maintenance Work

Do you perform any government work?

Yes

Homebuilder/Remodeler

Homebuilder/Remodeler - Estimated Annual Revenue:*

Homebuilder/Remodeler - Year Business Started:*

Homebuilder/Remodeler - Estimated Annual Payroll:*

Homebuilder/Remodeler - Number of Employees:*

Green LIGHT

YELLOW LIGHT

RED LIGHT

Why is this a good account to try and quote? What experience and financial backing does this prospect have?

Standard Commercial Prospect

Standard Commercial Prospect - Year Business Started:*

Standard Commercial Prospect - Estimated Annual Revenue:*

Standard Commercial Prospect - Number of Employees:*

Standard Commercial Prospect - Estimated Annual Payroll:*

Standard Commercial Prospect - Estimated Standard Premium:*

Green LIGHT

YELLOW LIGHT

Why is this a good account to try and quote? What experience and financial backing does this prospect have?

RED LIGHT

Excess and Surplus Lines Prospect

Estimated Premium:*

Green LIGHT

YELLOW LIGHT

Why is this a good account to try and quote? What experience and financial backing does this prospect have?

RED LIGHT

Commitment

Thanks for those answers. This is very helpful. Now, your time is valuable and so is mine. You have shared with me your need to (restate a goal/need/desire they shared with you) and get a competitive price for your business insurance program.

If I can deliver on are you ready to commit to doing business with me and Clear View?

Yes, I am ready to commit

No, I want to see what my other options are

Yes, I am ready to commit: Excellent, that is great to hear. I will give this my very best effort and I look forward to giving you a compelling reason to join the Clear View Client Family. Is there anything else you want to talk about before we go?

No, I want to see what my other options are: I can certainly appreciate wanting to make sure you get the best you can. What exactly are you looking for that would cause you to spend more of your valuable time and energy talking with other insurance agents?

No Commitment Follow Up

Target price

Specific coverage

Specific element of client experience

If I can deliver on those specific goals, will you commit to giving me and my team the privilege of being your insurance representatives?

Yes, I can commit to that under those conditions

No, I'm going to look at several options no matter what you come back with

Great! I'm glad to hear that. I will give this my very best effort and I look forward to giving you a compelling reason to join the Clear View Client Family. Is there anything else you want to talk about before we go?

Thank you for letting me know. It sounds like we are not on the same page about expectations and the value that our team delivers to our clients.

I don’t think it makes sense for us to proceed with this conversation. We're not interested in competing the be the lowest priced insurance program. We work to deliver the best available mix of coverage, cost and value.

Thanks for your time. Please feeI free to reach out again if your needs change.

Notes - Comments - Details

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Business Details

Complete Discovery Questions... building rapport and human connection along the way. Don't be afraid to briefly detour if you hear an opportunity to create common ground (family life stage, hobbies, sports team, food, etc...)

Standard BOP Business Prospect

Lessor Risk Building

Contractor

Additional Contractor Details

Homebuilder/Remodeler

Standard Commercial Prospect

Excess and Surplus Lines Prospect

Commitment

Thanks for those answers. This is very helpful. Now, your time is valuable and so is mine. You have shared with me your need to (restate a goal/need/desire they shared with you) and get a competitive price for your business insurance program.