The Agent’s Team: Sales Is Everyone’s Job

Watch a video about our field team's sales support, from the perspective of a Texas agent who attracted a large restaurant account.

Our locally based field marketing representatives support the success of agencies in their territories by promoting the company’s products and services and coordinating development and underwriting of commercial lines new business. With a high level of decision-making authority and knowledge of the community they live in, field marketing representatives work closely with agents to secure new accounts.

Our agency and field marketing representative can assemble a team of field representatives from other parts of our operation to demonstrate our service and expertise. While selling is not their daily focus, these specialists are available to help agencies win the marquee accounts in their communities or any accounts that are important to the agency.

Claims representatives may accompany agents to call on business insurance prospects, introducing themselves as the individuals who will provide services on behalf of the agency once the account is written. Loss control or machinery and equipment representatives may perform inspections, recommending safety measures to improve the prospect’s operations and the quality of the agent’s account. Excess and surplus lines representatives may assure prospects that we can craft special terms and conditions for parts of the risk that don’t qualify for standard-market coverage. Other field representatives may describe our surety or premium audit processes or business life insurance programs, making the prospect comfortable with the resources our team can bring to the account. The agent’s resources may include headquarters underwriters and executives who travel to join in this team-selling activity.