Here are a few of my best ideas for using BCMS in marketing and selling:

BCMS can be an efficient front-end in building your own proprietary database of key business prospects in your market area. With about 50-70 hours of an administrative assistant's time, I believe you could have at your fingertips valuable details on up to 1,000 companies in your market including plans, participants, premiums, carriers, brokers, renewal dates, lines of business, decision-makers, phone numbers and addresses.
Obviously, the months leading up to renewal dates are critical times for contacting prospects and offering new ideas.
You don't have to compete directly with the brokers listed to use BCMS effectively. For example, perhaps the most lucrative financial services that could be offered to many of these prospects include non-qualified executive benefits such as Split Dollar, SERPs, 412i plans and directors' liability insurance. If you specialize in these areas, offer to team up with the broker (listed in BCMS) who handles the qualified group benefits. You can generate a list of brokers working in a given market, including addresses and phone numbers, by clicking "Generate Report" and then "View All Brokers." Contact these brokers and tell them how you can help them serve their business insurance clients better.
If you have recently had success in developing a new business client, look up other clients who use the same broker (the one you replaced). You may find similar dissatisfaction or be able to repeat similar sales steps with other prospects.

To learn more about BCMS, including pricing, contact Judy Diamond Associates at 800-231-0669 and ask for Sales.

Instant Insights /

A New Window into Business Insurance Market Data