ProspectMosaic™: A Sales Solution for Middle and Major Markets

Webster's definition of mosaic is "enlarging small pieces of variously colored material to form pictures or patterns." We penned the name ProspectMosaic because we are able to create for each customer a clear picture of their prospects using various pieces of information.

Risk Metrics Corporation tailors a customized picture of employers in your specific market. We represent a variety of information sources, and we are experts at integrating and matching different databases. Our knowledge of different databases, plus our own 3.4 million X-Date and carrier of record file, enables us to be objective in our information recommendations for our clients.

Successful sales producers, who sell in the middle and major account markets seem to have the following traits:

• Successful producers develop an industry expertise so they can better understand the needs of their prospects and customers. Their industry understanding helps the successful producers to earn the confidence of their proposals and customers.
  
  
• Successful producers are persistent. They keep their best prospects in constant view. They record each contact, creating long-term relationships.
  
  
• Successful producers develop event-driven direct mail and telemarketing programs based on their prospects’ policy renewal dates.
  
  
• Successful producers are motivated to make new business appointments, because they have more knowledge of their prospects’ business and insurance needs. They are able to ask probing questions, because they already know the prospects: size of business, property values, Workers Compensation X-Date, and carrier of record.
  
  
• Successful producers utilize technology as a resource to save time, to be more knowledgeable about their markets and prospects, and to be more productive.