Cities and Counties: A Great Opportunity for Agents
Sound Advice 4 Savvy Agents – Video Series
Serving a niche market like cities and counties can be a smart way to differentiate and grow your business. Even though the insurance-buying process for this segment differs from a traditional business insurance opportunity and risks are unique, their need for comprehensive property and casualty coverage is often similar.
Diane Barr, Vice President and Public Sector National Practice Lead at Travelers, helps take the mystery out of working with municipalities and other public entities. Leverage her extensive expertise and become a “savvy agent” for cities and counties.
Episode 1: Cities and Counties: A Fantastic Opportunity
From raising your profile with local leaders to enhancing your network and diversifying your book of business, discover the many reasons public entities may become your ideal client.
Sound Advice 4 Savvy Agents Episode 1
TEXT: Travelers logo
Sound Advice 4 Savvy Agents logo
(DESCRIPTION)
Diane Barr in an office setting, speaking to the camera.
TEXT: Diane Barr, Vice President and National Practice Leader for Public Sector Travelers
(SPEECH)
DIANE: Hello. I'm Diane Barr, Vice President and National Practice Leader for Public Sector at Travelers. Welcome to Sound Advice for Savvy Agents. Today marks the first of six episodes sharing the many benefits of writing public sector accounts and how you can succeed in this space. Many insurance agents are aware of the potential opportunities with cities and counties but shy away under the assumption that they will need to master a new, complex body of insurance knowledge. However, you have more knowledge than you think. And with a little effort, you can remove any perceived mystery around cities and counties. Over the course of this series, I'll provide insights that will get you started and guide you along a journey of building your book with this very profitable opportunity and help dispel any myths.
So, let's start at the beginning.
TEXT: The Opportunity
(SPEECH)
DIANE: What exactly is this opportunity we're talking about and why is targeting it such a good idea?
(DESCRIPTION)
Images of people helping to pack foods like turkeys and canned goods for a food drive. Image switches to overhead shot of public utilities of a water treatment plant and then and an emergency response ambulance bay. Image switches to children playing basketball on a public recreational court, then to a highway and then to a daycare classroom with teacher and children clapping. Switch to image of two office workers in a conference room at their laptop computers. Cut to outside of a municipal building, then a firefighter in action and then a fleet of pickup trucks. Cut to woman at computer then a Travelers employee with other employees at a conference room.
(SPEECH)
DIANE: We're talking about: social services, public utilities, law enforcement and emergency response, recreational facilities, transportation. All the services that are critical to keeping our
communities running. They require property and casualty insurance to help protect the unique risks of their operations. From running police and fire departments and maintaining concentrations of high-value public property and auto fleets, to managing sensitive data, they need to be prepared for the worst.
TEXT: Why target this sector?
(DESCRIPTION)
Diane Barr in an office setting, speaking to the camera.
(SPEECH)
DIANE: So why is targeting this sector a great idea? First off, when you've won a city or county, they tend to stick with you for many years.
TEXT: $200,000-$350,000 in annual premium*
*based on cities and counties served by Travelers.
SA4SA logo
(SPEECH)
DIANE: Plus, on average, each city and county served by Travelers accounts for approximately $250,000 to $300,000 in annual premium which is an excellent revenue source for your agency. Consider some other reasons why public entities are a fantastic opportunity.
TEXT: 1. Increases local visibility and enhances your network
(SPEECH)
DIANE: First, it increases your local visibility and enhances your network for other business. Working with these entities will have you interfacing with mayors, county board members and other local leaders, raising your profile within your community.
(DESCRIPTION)
Cut to auditorium with public speaker and audience.
(SPEECH)
DIANE: Increased local visibility and an enhanced network will help you surface additional opportunities and solidify your position with customers you already serve.
TEXT: 2. Helps diversify your book
(DESCRIPTION)
Diane Barr in an office setting, speaking to the camera.
(SPEECH)
DIANE: Next, public entities can help diversify your book of business. If your local economy is dependent on a particular sector of the economy, serving cities and counties can help you reduce your risk should that sector take a turn for the worse.
(DESCRIPTION)
Cut to man in office on a cell phone.
(SPEECH)
DIANE: Also, because of their premium size, writing public entities can help you meet your annual production goals.
TEXT: 3. Limited competition = big opportunity
(SPEECH)
DIANE: And finally, your local competition could be limited giving you a wide
open opportunity.
(DESCRIPTION)
Video of man walking and texting on his cell phone. Cut to another man working at his desk talking on his phone.
(SPEECH)
DIANE: In some locations across the country the number of local agents with an understanding of cities and counties can be limited.
(DESCRIPTION)
Diane Barr in an office setting, speaking to the camera.
(SPEECH)
DIANE: Many lack familiarity with the unique exposures and purchasing process dynamics. Those willing to invest the time and effort to understand this segment may become part of a select group competing for these customers. So that's a little bit about the why.
TEXT: Next episode: Key players and their roles
(SPEECH)
DIANE: In our next episode, we’ll take a look at the key players in the public sector and their role in the purchasing process. So, tune in next time for more sound advice for savvy agents.
TEXT: Logo, Travelers, The Travelers Indemnity Company. All rights reserved. Travelers and the Travelers Umbrella logo are registered trademarks of the Travelers Indemnity Company in the U.S. and other countries.
Episode 2: Raise Your Profile with Key Players
In this episode, Diane demystifies the purchasing process. Learn more about who drives it and what goes into a "request for quote" or "request for proposal" for small and large cities and counties.
Sound Advice 4 Savvy Agents Episode 2
TEXT: Travelers logo
Sound Advice 4 Savvy Agents logo
(DESCRIPTION)
Diane Barr in an office setting, speaking to the camera.
TEXT: Diane Barr, Vice President and National Practice Leader for Public Sector Travelers
(SPEECH)
DIANE: Welcome to Episode Two of Sound Advice for Savvy Agents. I'm Diane Barr, Vice President and National Practice Leader for Public Sector at Travelers. Last time we met, we discussed why targeting public entities is a fantastic opportunity for you and your agency.
TEXT: The Key Players
(SPEECH)
DIANE: This time, we'll take a look at who the key players are in the insurance purchasing process and how you can raise your profile with them. To start, you should identify who will play the most decisive role from a list of potential leaders.
TEXT: Identify potential leaders
- City Council Member
- Board of Directors and/or Commissioners
- Mayor or County Chairperson
- City Manager, County Manager or Risk Manager
(SPEECH)
DIANE: These leaders could include: City Council Members, County Board Directors, the Mayor, a City Manager, a County Manager, or a Risk Manager, and a list of many others. Often these roles differ depending on the size of the city or county.
(DESCRIPTION)
Cut to image of an infographic showing Savvy Agent Guide.
(SPEECH)
DIANE: You can access a chart that details these roles by entity size in our comprehensive Savvy Agent Guide on travelers.com.
(DESCRIPTION)
Cut back to Diane Barr in office setting, speaking to camera.
(SPEECH)
DIANE: Next, once you've established who the key players are,
TEXT: Get in front of decision makers
(SPEECH)
DIANE: you will need to get in front of them and start to nurture relationships. So how can you accomplish this?
TEXT: 1. Attend meetings
(SPEECH)
DIANE: First off, attend meetings of the board of directors or city council
(DESCRIPTION)
Cut to video of city council meeting with man at podium
(SPEECH)
DIANE: and look for opportunities to connect.
TEXT: 2. Get involved
(DESCRIPTION)
Cut to volunteers working on a craft project and a clean-up project.
(SPEECH)
DIANE: Get involved in community or charitable activities that key players may be involved in. This can help you build credibility and organically build relationships.
TEXT: 3. Ask for a meeting
(DESCRIPTION)
Cut to volunteers working on a craft project and a clean-up project.
(SPEECH)
DIANE: Ask for a meeting. The old adage, "don't ask, don't get" applies.
(DESCRIPTION)
Cut to Diane at a table working with an agent.
(SPEECH)
DIANE: Often people responsible for purchasing welcome an opportunity to discuss their needs.
TEXT: 4. Maintain social media
LinkedIn and Facebook logos
(SPEECH)
DIANE: You should maintain a social media presence. LinkedIn and Facebook in particular, are viable platforms for connecting with decision makers.
TEXT: 5. Join a Public Risk Insurance Management Association (PRIMA) Chapter
(SPEECH)
DIANE: And finally, consider joining a local Public Risk Management Association chapter -- PRIMA, as it's known in the industry.
(DESCRIPTION)
Cut back to Diane in an office setting, speaking to the camera.
(SPEECH)
DIANE: At events you can interact with local city and county risk managers, increase your understanding of risks and look for opportunities to participate in educational sessions. In short, just get involved.
(DESCRIPTION)
Cut to video of woman walking through a hallway then sitting on steps speaking with a co-worker.
(SPEECH)
DIANE: Of course, there's always a chance that people in public entity decision-making roles are already a part of your personal or your professional network, and that's great.
(DESCRIPTION)
Cut back to Diane in office setting, speaking to the camera.
(SPEECH)
DIANE: If so, seek them out in whatever way you might be connected. And remember, with elections, people and positions change, which may open up opportunities to connect with new people already in your network.
TEXT: Next episode: The basics of purchasing
(DESCRIPTION)
Cut back to Diane in office setting, speaking to the camera.
(SPEECH)
DIANE: In our next episode of Sound Advice for Savvy Agents, we'll take a look at the basics of purchasing. So, tune in then for more sound advice.
TEXT: Logo, Travelers, The Travelers Indemnity Company. All rights reserved. Travelers and the Travelers Umbrella logo are registered trademarks of the Travelers Indemnity Company in the U.S. and other countries.
Episode 3: Understanding Insurance Purchasing Process Basics
In Episode 3, learn how to navigate the unique and variable documentation, information requirements, timing and personnel that cities, towns and counties require in their insurance purchasing process.
Sound Advice 4 Savvy Agents Episode 3
TEXT: Travelers logo
Sound Advice 4 Savvy Agents logo
(DESCRIPTION)
Diane Barr in an office setting, speaking to the camera.
(SPEECH)
DIANE: Welcome to Episode 3 of Sound Advice for Savvy Agents.
TEXT: Diane Barr, Vice President and National Practice Leader for Public Sector Travelers
(SPEECH)
DIANE: I’m Diane Barr, Vice President and National Practice Leader for Public Sector at Travelers. In this episode, I will cover public entity insurance purchasing basics.
TEXT: Public Entity Insurance Purchasing Basics
(DESCRIPTION)
People sitting around a conference room table, in a meeting. Cut to woman on a headset at a computer. Cuts back to Diane Barr in office setting, speaking to the camera.
(SPEECH)
DIANE: But before I get into specifics, this part may feel a bit daunting. Just remember, at Travelers, we have experts that can help you navigate every step of the way. The first thing you should know is that the purchasing process is highly variable. The documentation, information requirements, timing and relevant personnel can vary significantly. For any city or county, you should research these specifics by speaking with the entity’s officials, looking for relevant information on their website and working with a knowledgeable carrier, like Travelers.
TEXT: Speaking with entity officials
Looking for relevant information
Working with a knowledgeable carrier
(SPEECH)
DIANE: Despite the variability, there are certain aspects that appear more frequently which you should understand.
(DESCRIPTION)
Video of a water tower in a small town. Cut to main street scene of small town and cuts back to Diane speaking to the camera.
(SPEECH)
DIANE: Alright, for smaller cities and counties, the city manager, county manager or office manager often drive the process, and the city council, or board of directors, usually defers to his or her judgment. Therefore, you may want to first consider marketing to the smaller entities as they may be more open to agents without significant public entity experience, and the process and personnel may be easier to navigate. But, with this experience under your belt, you will be better positioned to seek out the larger cities.
(SPEECH)
DIANE: Now for those larger entities, you will most likely encounter an RFQ or and RFP process.
TEXT: RFQ – Request for Quote
RFP – Request for Proposal
(SPEECH)
DIANE: RFQ stands for Request for Quote and RFP is Request for Proposal. Those are the starting blocks for kicking off the search for an insurance agent and an insurance carrier.
So let’s start with the RFQ.
(SPEECH)
DIANE: An RFQ can occur every three to five years to provide new agents with an opportunity to compete for public entity business. The city or county purchasing officer typically places an RFQ notification and forms on their entity’s website, and it will allow you about 30 to 60 days to respond.
TEXT: RFQ – Request for Quote
- Every 3 to 5 years
- Forms placed on entity’s website
- 30 to 60 days to respond
(SPEECH)
DIANE: This process also allows the entity to learn more about you, the insurance agent, especially your public entity expertise. The RFQ submission evaluation and decision process varies significantly but the council or the county board of directors or an appointed risk management committee will play a significant role in the decision. Input from a risk manager can also be an important factor in the decision-making process.
TEXT: RFQ – Request for Quote Submission, Evaluation and Decision Process Can Vary
- Know the decision makers:
- The Council
- The County Board of Directors
- An appointed Risk Management Committee
Some cities and counties select more than one agent through their RFQ process. In these cases, they often assign each selected agent to work with a single insurance carrier.
Alright, now let’s turn to the RFP which is used to collect quotes from the insurance carriers.
(SPEECH)
DIANE: The first step in the process is the city or town will submit an RFP and you will need to send it to various carries with a need-by date.
Next, you will likely meet in-person with whoever is leading the process to present the carrier quote along with a spreadsheet highlighting costs and key coverage and service advantages. Be sure to verify that your quote fulfills certain bid specifications that meet that entity’s unique needs. This will help you stand out among the competition and validate your commitment.
TEXT: RFP – Request for Proposal
- City, town or county submits RFP
- Meet in-person to go over details
- Ensure quote fulfills bid specifications
(SPEECH)
DIANE: Finally, bids are presented during a public meeting of the city council or county board of directors. This is another great time to consider partnering with your Travelers representative to assist with that presentation. The governing body then votes to select a carrier and a servicing agent. If you’re selected, congratulations – you’re in.
Next up: we’ll look at the ins and outs of understanding key operations and exposures.
TEXT: Next episode: Understanding Key Operations and Exposures
(SPEECH)
DIANE: So , tune in for Episode 4 of Sound Advice for Savvy Agents.
TEXT: Travelers logo
(C) 2023 The Travelers Indemnity Company. All rights reserved. Travelers and the Travelers Umbrella logo are registered trademarks of The Travelers Indemnity Company in the U.S. and other countries.
Episode 4: Understanding Key Operations and Exposures
In Episode 4, public entities share many common risks as well as some that are entirely unique. From construction and infrastructure maintenance, law enforcement and emergency response services to public utilities and special events, Diane demystifies the risks and exposures you’ll need to understand to win public entity business.
Sound Advice 4 Savvy Agents Episode 4
TEXT: Travelers logo
Sound Advice 4 Savvy Agents logo
(DESCRIPTION)
Diane Barr in an office setting, speaking to the camera.
(SPEECH)
DIANE: Welcome back to Sound Advice for Savvy Agents where we talk about all things public entity and how you can help grow your book of business by targeting this viable market.
TEXT: Diane Barr, Vice President and National Practice Leader for Public Sector Travelers
(SPEECH)
DIANE: I’m Diane Barr Vice President and National Practice Leader for Public Sector at Travelers. And today’s agenda is Understanding Key Operations and Exposures.
TEXT: Understanding Key Operations and Exposures (SPEECH)
DIANE: Now, it’s not as difficult as it may sound. In fact, much of what I’m about to tell you, you may already know just by being a member your community.
(DESCRIPTION)
Young girl on father’s shoulder at parade waving a flag. Cuts to image of people at a farmer’s market then women walking on the inside of an office building. Various shots of people in office buildings.
(SPEECH)
DIANE: We all live in cities and counties so you likely see their insurance needs every single day. You can gain credibility with decision makers by expressing your knowledge of how different public entities operate … and the risks involved.
(SPEECH)
DIANE: Some of the most basic public entity operations include construction and maintenance of infrastructure, healthcare and social services, law enforcement and emergency response services, public utilities including water and sewer, recreational facilities, special events and so much more.
TEXT: Public Entity Operations
- Construction and maintenance of infrastructure
- Healthcare and social services
- Law enforcement and emergency response services
- Public utilities including water and sewer
- Recreational facilities, special events and more
(DESCRIPTION)
Diane Barr in an office setting, speaking to the camera.
(SPEECH)
DIANE: Cities and counties often publish their comprehensive annual financial report and budgets online which would also provide a wealth of information to help you get started. Risks for these operations fall into two main categories: Professional Liability and Property and Casualty Exposures.
TEXT: Professional Liability Property and Casualty
(SPEECH)
DIANE: To start, high profile and high hazard law enforcement activities, social services and other operations often heighten the need for Professional Liability coverage. Here’s what you should understand about public entity professional coverages. First off, Public Entity Management Liability or PEML. This is designed to cover things like wrongful acts and errors and omissions.
TEXT: Public Entity Management Liability (PEML)
- Wrongful acts
- Errors and omissions
(SPEECH)
DIANE: An example might be: if real estate developers was denied development rights to certain properties, they may take legal action seeking monetary damages. Travelers PEML provides greater protection for these public officials. Employment Practices Liability also known as (EPL). This covers wrongful employment practices, such as discrimination, harassment, defamation, invasion of privacy and more.
TEXT: Employment Practices Liability (EPL)
- Discrimination
- Harassment
- Defamation
- Invasion of privacy
- And more
(SPEECH)
DIANE: An example here would be a city who worker feels they’ve been fired unfairly and brings a wrongful termination lawsuit against the municipality they were working for. Travelers also offers coverage for these types of claims. Next is Law Enforcement Liability or LEL. Law Enforcement personnel can be accused of wrongful acts conducted during law enforcement activities resulting in lawsuits for alleged bodily injury, personal injury or property damage. Many LEL disputes relate to pursuit practices, distracted driving, maintaining jails and holding cells, SWAT team practices and the use of new technologies such as body-worn cameras.
TEXT: Law Enforcement Liability (LEL) Wrongful acts:
- Bodily injury
- Personal injury
- Property damage
(DESCRIPTION)
Video of police car lights flashing, cuts to handcuffs being locked on a wrist, cuts to police officer with clipboard and check list. Cut back to Diane Barr in an office setting, speaking to the camera.
(SPEECH)
DIANE: And lastly, Cyber. Cities and counties face risks to maintain the security of things like social security numbers, dates of birth and driver’s license and credit card numbers.
TEXT: Cyber
- Risks to social security numbers
- Dates of birth
- Driver’s license numbers
- Credit card numbers
(DESCRIPTION)
Images of people using credit cards at their computers, cuts back to Diane Barr speaking to the camera in an office setting.
(SPEECH)
DIANE: Importantly, many cities and counties lag behind the private sector in terms of their ability to invest in the technology needed to keep pace with these emerging risks. With broad and unique operations, cities and counties can have complex Property and Casualty insurance needs as well for General liability, Auto, Workers Compensation and Umbrella.
TEXT: Other Property and Casualty Insurance
- General Liability
- Auto
- Workers Compensation
- Umbrella
(DESCRIPTION)
Scrolling through travelers.com website showing Public Entity landing page, vlog series and Savvy Agent Guide download. Cuts back to Diane speaking to the camera in an office setting.
(SPEECH)
DIANE: Details and examples of these unique exposures can be found on our website and in the Savvy Agent Guide. And remember, as you navigate these unique exposures, your Travelers territory manager or underwriter can help. Now that you have a better understanding of public entity operations and exposures, it’s time to talk about how you can position yourself to win.
TEXT: Next episode: Position Yourself to Win
(SPEECH)
DIANE: I look forward to discussing that on our next episode of Sound Advice for Savvy Agents.
TEXT: Travelers logo
(C) 2023 The Travelers Indemnity Company. All rights reserved. Travelers and the Travelers Umbrella logo are registered trademarks of The Travelers Indemnity Company in the U.S. and other countries.
Episode 5: Positioning Yourself to Win
Learn what you need to know to put yourself in the best position to win new public entity business and successfully service the specialized needs of towns, cities and counties.
Sound Advice 4 Savvy Agents Episode 5
TEXT: Travelers logo
Sound Advice 4 Savvy Agents logo
(DESCRIPTION)
Diane Barr in an office setting, speaking to the camera.
(SPEECH)
DIANE: Thanks for joining me for Episode Five of Sound Advice for Savvy Agents. I'm Diane Barr, Vice President and National Practice Leader for Public Sector at Travelers.
TEXT: Diane Barr, Vice President and National Practice Leader Public Sector Travelers
(SPEECH)
DIANE: By now let's assume that you've got public entity basics down. So how can you get yourself in the best position to add these lucrative accounts to your book of business?
TEXT: Positioning Yourself to Win
(SPEECH)
DIANE: That's what we'll take a look at in today's episode.
(DESCRIPTION)
Video of agent with headset talking via computer conference call at her desk.
(SPEECH)
DIANE: Now, depending on your local market, you may be competing against other agents who are also interested in serving cities and counties.
(SPEECH)
DIANE: Consider the following steps to help your agency stand apart from the competition.
(DESCRIPTION)
Diane Barr in an office setting, speaking to the camera.
TEXT: Seek out and partner with a smart, capable expert
(SPEECH)
DIANE: First, seek out and partner with a smart, capable expert with experience in this sector.
(DESCRIPTION)
Diane walks to a table and sits down to meet with a public entity representative.
(SPEECH)
DIANE: Our public sector territory managers and account executives can provide guidance as you help identify and prepare for its risks.
(DESCRIPTION)
Diane in office setting, speaking to the camera...then cuts back to Diane meeting with representative at the table.
(SPEECH)
DIANE: Travelers' experts can support you every step of the way, including prospecting local cities and counties, delivering presentations, providing quotes and closing deals.
(DESCRIPTION)
Diane in office setting, speaking to the camera.
TEXT: Maintain visibility and actively showcase your knowledge of unique public entity needs
(SPEECH)
DIANE: You should maintain visibility and actively showcase your knowledge of unique public entity needs. If you have an opportunity to speak with the city manager to demonstrate an understanding of professional liability coverages and their relevance to the entity's operations, take it. Explore potential areas of satisfaction or dissatisfaction with their current program, including gaps in coverage and service needs specific to cities and counties.
TEXT: Collect and understand key background information
(SPEECH)
DIANE: You should collect and understand key background information. Information on a city or county's insurance coverage is often a matter of public record, and their website provides a wealth of information.
(DESCRIPTION)
Diane in office setting, speaking to the camera … cuts to Diane typing on a laptop computer keyboard … and back to Diane in office looking at camera.
TEXT: Pay attention to the city council or board of directors
(SPEECH)
DIANE: Pay attention to the city council or board of directors.
(DESCRIPTION)
Diane walking outside office buildings … cuts back to Diane in office setting, speaking to the camera.
(SPEECH)
DIANE: Attend meetings to better and determine what motivates them. Try to determine the motivation of each member so that you're positioned to address their key concerns. And make it easy for them.
TEXT: Research and understand the required applications for the public entity
(SPEECH)
DIANE: Research and understand the required applications for the public entity and take initiative to help them gather all the necessary information that's part of the insurance buying process.
TEXT: Know Your Competition
(SPEECH)
DIANE: You should know your competition.
(DESCRIPTION)
Video of someone looking at Savvy Agent Guidebook. Cut to Diane at table talking to public entity representative.
(SPEECH)
DIANE: Understanding who the commercial carriers are and the insurance pool specific to your state is very important. This will allow you to adjust your approach …
(DESCRIPTION)
Diane in office setting, speaking to the camera.
(SPEECH)
DIANE: and your messaging to highlight the right capabilities. Prepare and deliver a detailed comparison of quotes in-person if possible …
TEXT: Prepare and deliver a detailed comparison of quotes
(DESCRIPTION)
Diane walking down a hallway with a colleague … cuts back to Diane in office setting, speaking to the camera.
(SPEECH)
DIANE: and make yourself available for answering any questions on proposal specifics. And remember, you don't have to go it alone. The Travelers public sector territory manager is a great resource …
(DESCRIPTION)
Cut to video of the outside of a municipal building.
(SPEECH)
DIANE: and may attend those meetings with you to help spark those conversations with the council. You should understand the jurisdiction’s rules regulations for city and county officials to accept gifts. And lastly, be patient.
TEXT: Understand the jurisdiction’s rules to accept gifts
TEXT: Be patient.
(DESCRIPTION)
Diane in office setting, speaking to the camera.
(SPEECH)
DIANE: You may not win right away, but perseverance counts here. It can take more than one purchasing cycle to win. But once you've one, remember that those accounts stick around for a while and are a great revenue source for your agency. And if you don't win on your first attempt, seek out opportunities to continue nurturing those relationships. Winning can require a multiyear effort so don't be discouraged.
But let's assume now that you do win -- then what?
TEXT: Next episode: Engage with Your New Customer
(SPEECH)
DIANE: We'll discuss next steps in our final episode of Sound Advice for Savvy Agents.
TEXT: Travelers logo
(C) 2023 The Travelers Indemnity Company. All rights reserved. Travelers and the Travelers Umbrella logo are registered trademarks of The Travelers Indemnity Company in the U.S. and other countries.
Episode 6: Engage with Your New Customer
There are many ways to build and sustain engagement with new customers in the public sector. In this episode, Diane Barr walks you through the steps you need to take to create a strong and lasting relationship with counties, cities, towns and other public entities.
Sound Advice 4 Savvy Agents Episode 6
TEXT: Travelers logo
Sound Advice 4 Savvy Agents logo
(DESCRIPTION)
Diane Barr in an office setting, speaking to the camera.
(SPEECH)
DIANE: Hi, I'm Diane Barr, Vice President and National Practice Leader for Public Sector at Travelers.
TEXT: Diane Barr, Vice President and National Practice Leader Public Sector Travelers
(SPEECH)
DIANE: Welcome to the final episode of Sound Advice for Savvy Agents.
TEXT: Engage with Your New Customer
(SPEECH)
DIANE: So, let's assume that now you've become a savvy agent. You've added a public entity account to your book of business. Congratulations. But what's next?
(DESCRIPTION)
Video of people talking over laptop computers. Cuts back to Diane in office setting, speaking to camera.
(SPEECH)
DIANE: In this, our final episode, I'll guide you through it. First, you should schedule a meeting with the public entity to review their new insurance coverages and services. You should also continue to actively nurture your relationships to position yourself to retain the business. Also, you should conduct regular check-ins to review any losses and discuss new exposures or changes in operations.
TEXT: Next Steps
- Schedule a meeting
- Nurture relationships
- Conduct regular check-ins
(DESCRIPTION)
Diane in office setting, speaking to camera.
(SPEECH)
DIANE: Then stay up to date on those larger losses as there may be areas for risk improvement and consultation that you and the carrier can help address.
TEXT: Stay up to date on larger losses
(DESCRIPTION)
Diane Barr in an office setting, speaking to the camera.
(SPEECH)
DIANE: Pay attention to key personnel changes including the council or the board and continue to strengthen your profile by networking and attending board meetings.
TEXT: Pay attention to key personnel changes
Continue to strengthen your profile
(DESCRIPTION)
Video of people in a seminar. Cuts back to Diane in office setting addressing camera.
(SPEECH)
DIANE: Last but certainly not least, work with your Travelers public sector local territory managers and account executives. Make sure the entity knows all the resources that Travelers has to offer them specifically our outstanding risk control and claim capabilities.
(DESCRIPTION)
Video of two women in an office at a computer, cut to men moving a ladder, cut to a drone over a neighborhood. Then cuts to overhead shot of city of Hartford with Travelers Tower featured prominently. Cuts back to Diane in office setting addressing camera.
TEXT: Work with Travelers local territory managers and account executives
(SPEECH)
DIANE: Travelers is a public entity market leader and our customers benefit from our decades of dedication in this sector. Our experts maintain an understanding of local legal and regulatory dynamics and stay abreast of emerging issues. When you combine that with your savvy expertise and the financial strength of Travelers, public entities can plan their futures with confidence. I hope you've enjoyed your journey to becoming a savvy agent with the sound advice presented here.
TEXT: Visit travelers.com or contact your Travelers representative
(SPEECH)
DIANE: Anytime you need a refresher, you can always come back to this vlog series, review the Savvy Agent guide on our website or better yet, reach out to your dedicated Travelers representative.
TEXT: Visit travelers.com or contact your Travelers representative
(SPEECH)
DIANE: And remember, we are always here supporting you every step of the way.
TEXT: Travelers logo
(C) 2023 The Travelers Indemnity Company. All rights reserved. Travelers and the Travelers Umbrella logo are registered trademarks of The Travelers Indemnity Company in the U.S. and other countries.
Public Sector Success Starts Here
As a commercial insurance agent, you likely serve a wide range of industries, including manufacturers, construction companies and retailers. Municipalities perform similar kinds of operations and require property and casualty coverage, but they also have different exposures. For example, they may run police and fire departments, maintain high-value public property, operate parks and recreation facilities and manage sensitive constituent data. These are just some of the risks that should be contemplated when working with this segment.
In The Savvy Agent’s Guide to Cities and Counties, you’ll find insights to help get you started working with municipalities. It offers suggestions for enhancing your awareness and understanding of the opportunities within this sector. Travelers experts can support you at every step, including help in prospecting local cities and counties, completing applications, delivering presentations, providing proposals and closing deals.
After you download the guide, find your local Travelers Public Sector territory manager and account executive, who can help you succeed in this unique market.
