What is an LCM? The Producer asked…

I get this question a lot while giving demos. At first I thought you guys were testing me..and some of you were. Sadly, the vast majority really don’t know. It makes me wonder what is being taught at so-called Producer schools..how to fill out an app? How to do online ratings? Make sure the carrier’s job is nice and easy? If you are in a competitive rate state (and most of you are) check out this quick post on what an LCM is and why it’s important to the sales process, cold calling in particular. … Read More

Does cold calling work? I want to do an Email Blast or Direct Mail Campaign. Does that work?

The facile answer to your facile question is YES. If you contact the right person, at the right time, and say the right things, do the right things, and follow through the process you WILL land that account. But you won’t land all of them. No one does. And if you’re banking on a (insert prefix) mail campaign that doesn’t include a phone call or three, you’re bound for failure (or worse – mediocre results). You know how I can tell top Producers from the rest? The top Producers spend their time figuring out how Insurance Xdate is going to fit in and improve an already successful strategy. We never brought an agency back from the grave, that I know of, but that’s not what we do anyway. Xdate is a fixed constant in an otherwise variable sales equation. Confused yet? Read on. … Read More

2019 – Q1 Updates (part 2) – Historical LCM Filings & Carrier Name Standardization

We recently revamped the LCM database to provide a historical look at your prospect’s LCM history. We also standardized all the carrier names across states and terms..sounds simple, but there are an average of 8 spelling variations per carrier..so you’re welcome. … Read More

2019 – Q1 – Updates to Contact Data & Interface

NEW DATA! We just cross referenced employee benefit data (health/retirement) for contact information and added to the WC database. New features for 2019 include contact voting buttons, Carrier Group color-coding in the Carrier History section and an LCM Heatmap in the Class Report section. … Read More

InsurTech Origins – the Fax Machine?

Remember when owning a fax machine meant your agency was ahead of the tech curve? Me neither. I’m a millennial, but in the 80’s it was a game changer for the commercial insurance sales cycle. While the times and devices have changed the principles remain. When is the last time you looked at the new tools and resources being developed and how they can be applied to commercial insurance prospecting? … Read More

WC Primary Class Code vs. SIC Codes

I always recommend agents to use the Class Code option for industry targeting when it is available, which is good advice about 80% of the time. Some industries get shafted by the class codes though. If your markets want to write office exposures in the traditional sense (BOP policies) then you’re in luck, there’s a lot of them. For example, in CO there are 160k+ active WC policies. A little more than 20k classified 8810 (Clerical Office Emp). But if you have a cyber liability program for software developers, you have a lot of shit to sift through. SIC codes on the other hand will let you drill down to the 7k software development opportunities available. … Read More

Company Name Search Enhancement (Part 2) Keyword Searches

Have a very narrow niche that is classed to generically to utilize a WC Class Code search? Maybe you have a program for apartment complexes, which is code 9015 in an NCCI state. Guess what else is classified under 9015 (NCCI states) – condos, property management firms, townhome associations, community associations too. That’s where the Keyword look up comes into play. And you probably don’t want all the apartment complexes in your state, right now anyway. You want the apartments renewing in the next 120 days within 50 miles of your office. We got your back. Read on to make your prospecting list a bit more efficient. … Read More

Company Name Search Enhancement – New Feature!

Who..what is the first named insured of that Workers Comp policy? The name on those trucks say AD Martin Carpentry. Google says Martin Contracting. Neither can be found on Xdate?! Relax noob, we got you covered. … Read More

2018 – Q2 – New Features

We recently released an update to xdate offering to let you hit the ground running for Q2.  New dashboard functions, and features. New tools for the Agency, and new states. Beta release of our Form 5500 Retirement and Health benefits data. Expanding your access to Workers Comp data using data visualization and analytics. … Read More

What is Your Prospecting List Doing for You?

Your agency and your carriers may have an encompassing risk appetite but that doesn’t mean your prospecting list should follow suit. In fact, why on earth would you have just 1 prospecting list? In this little post I am going to show you how to improve your odds on the phone and more effectively secure appointments by applying a simple trick to your prospecting list set up. … Read More