Pros: a wonderful learning experience in a new industry
Cons: it was difficult to find prospects within my given territory
Marsh & McLennan Agency purchased The NIA Group in 2010 to add to their newly created middle market insurance agency.
I was hired in 2008 as a newly licensed Property & Casualty broker. The training was intense and very well developed. I learned a lot and within one year was ranked in the top 10% of the sales force. My positon required me to develop new prospects and partner with technical staff members to write business. The process was a well oiled machine built for producers to suceed if they worked hard enough.
The most difficult part of the position was that the firm was very established in New Jersey. With a sales team of over 45 producers it was difficult to find prospects within my territory that other producers had not already "touched".
The most rewarding aspect of my positon was that I had a high closing ratio. Because we used a team approach and I was fairly new to the industry I was partnered with seasoned professionals that could assist me in writing business.
At MMA I learned how to create my own marketing programs that stood out from the competition. For example, I opened the door to my largest client by sending a cupcake to their office. I wrote a note stating that lowering their premiums "could be a piece of cake" and called them. The revenue on that account was in excess of $90,000. I also hired a telemarketer to make my cold calls while I networked and developed my prospects. It proved to be a very successful campaign opening opportunities at large international companies.