COMMERCIAL INSURANCE FIELD GUIDE
A prospecting brief for your commercial insurance SDR.
A useful prospecting plan starts with choices. Give your SDR a clear brief before giving them a list.
1. Name the accounts you want.
Write down the classes of business and target territory. Add any account characteristics that matter to your agency. Record exclusions as clearly as the ideal profile.
2. Define a useful conversation.
Identify the owner or decision-maker you want to reach. Agree on the purpose of the conversation and the questions the SDR can use within your approved process. Insurance advice and recommendations stay with licensed agency personnel.
3. Capture timing without inventing it.
When a prospect shares renewal timing or asks for a later follow-up, record it alongside the account. An unknown renewal date stays unknown. Assign the next action and an owner rather than treating every account as ready now.
4. Make the handoff usable.
The record should contain the business type, territory, contact role, reason for interest, notes and agreed next step. Include timing when supplied. Let the producer know what was discussed and what still needs to be established.
5. Review the process, not just the call count.
Review which accounts fit, what conversations are happening and whether the handoff is useful to producers. Adjust the list, message and next steps using what you learn. Activity is an input; a bound account is a separate agency outcome.
A planning guide, not insurance or legal advice. Your agency confirms its approved outreach process and licensed-personnel responsibilities.