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Slice numero uno.
#1. Find out which of your carriers have great rates on auto insurance and for what niches.
One niche I wrote tons of commercial auto insurance for was plumbing contractors.
In my area ALLIED had screaming rates for plumbing contractors and so I went after them. Hard.
So once you've identified what that niche (or niches) are going to be hot, you move to slice 2.
Slice numero dos.
#2. Buy a mailing list of companies in this niche. Base it on number of employees. The number of employee's that a company has will tell you if it's likely that they have a commercial auto policy or not.
More often than not, a commercial auto lead will have several employee's and several trucks.
A one man show, will probably not have a commercial auto policy.
On the flip side, you don't want to have a big list of people who have tons of employee's. Between 5 and 50 employee's is a good place to start.
Of course you also have to know what you are doing. So talk to an underwriter and make sure you have a list of questions that will be necessary to make sure you can get the info you need when the clients call in.
You don't want to look like a rookie, and if you have to go back and ask for a bunch of additional information, that's exactly what you'll be.
So take a few hours, learn what commercial auto coverages these clients should have, and now you're the expert, not a rookie.
Slice numero tres.
#3. Send out a well written letter to get them to call you.
Your letter needs to have a good headline, personal voice (don't write like a machine or an attorney).
In order to get commercial auto insurance leads you've got to have a good postcard or letter.
Make it focused on them, demostrate how much you are going to save them.
Prove it to them with statistics and testimonials.
Generating insurance leads isn't that hard if you have good direct marketing skills, but that's where it gets sticky.
Most people don't know how to write a good direct marketing insurance letter.
All you have to do is write like you talk, and make sure that the letter is focused on the readers benefits, not on how great you are.
