How to Sell Commercial Renter's Insurance
Almost every business has some sort of property that could be stolen, lost or damaged. Since this represents a huge financial investment, these businesses need commercial renter's insurance to cover their property in case something happens to it. Although companies don't specifically sell commercial renter's insurance, you can sell regular commercial insurance to businesses that rent their buildings or office space.
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Instructions
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Find a job working for a reputable insurance company that pays claims quickly and fairly. AM Best is a service that gives the financial rating of insurance companies to help you determine if it's a place you want to work. (See Resources below.)
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Identify businesses that are leasing their commercial properties. You can locate these companies by going door-to-door in business districts, cold calling and networking at trade shows.
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Review your prospect's lease to determine what coverage is required under the lease agreement. They may be required to carry a minimum amount of property coverage. Verify how much business personal property they actually have.
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Know what disasters are most likely in your area of the country and sell that coverage next. For example, you may need to sell extra wind coverage in Tornado Alley.
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Ask questions to find out what other special needs the prospect has. This helps you to identify other sales opportunities. Some special types of business insurance coverage include computer virus protection and intangible coverage for things like patents and trademarks.
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Tips & Warnings
Cold calling is still a useful sales tool, but due to the proliferation of caller ID and "do not call" lists, it's far less useful than it was in years past.
