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Developing Programs for the real-estate market

WHAT is the next "big thing"? Like investors, insurance agents and brokers are constantly searching for the next fast-growing business segment to target. Insurance sales managers always want to give their staffs a growing business segment to pursue,

By staff Writer | Updated on April 30, 2004

WHAT is the next “big thing”? Like investors, insurance agents and brokers are constantly searching for the next fast-growing business segment to target. Insurance sales managers always want to give their staffs a growing business segment to pursue, while their marketers then struggle with insurance company underwriters to convince them to write the business competitively.

Of course, putting together a program for a particular segment is always the preference. However, as most underwriters will tell you, it helps to start out with a group of clients ready to take part in it. That way, there is adequate “critical mass,” which gives the agent and proposed program credibility in the eyes of insurers. If a broker has already successfully targeted a particular sector and has developed a significant client base, then half the job of creating a profitable program is done.

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