Independent brokers and MGAs targeting mid-market commercial accounts spend most of their time defending renewals, not winning new ones. We build the outbound prospecting engine that gets your producers in front of risk managers and CFOs before the incumbent broker even knows the account is at risk.
The commercial insurance business model is structurally biased toward defense. Once you've placed an account, you're focused on retaining it — managing the renewal, handling endorsements, responding to claims. Your producers are service professionals as much as salespeople, and when delivery demands compete with prospecting, prospecting always loses. The result is a book of business that grows only as fast as your referral network, and a new business pipeline that's essentially a function of who leaves a competitor's shop, which centers get burned out on their current broker, or which CFO happens to mention their renewal to someone in your network. Cold calling into commercial accounts died a decade ago — most risk managers and CFOs won't take unsolicited calls — so most producers stop trying to proactively prospect at all.
Breaking into a new vertical — construction, manufacturing, real estate, professional services — is even harder. The incumbent broker often has a multi-year relationship with the risk manager, knows the account's loss runs cold, and gets the benefit of the doubt on pricing even when they shouldn't. The only way to displace an incumbent is to get in front of the account outside of the renewal window — 4–6 months out — when the contact is open to a conversation but hasn't yet committed to another year. That requires systematic outbound at scale: identifying accounts by SIC code, revenue band, and likely renewal month, and reaching the right contact with a message that's specific to their vertical's risk profile, not a generic broker pitch.
We identify mid-market commercial accounts in your target verticals — filtered by revenue, employee count, industry classification, and geography — and layer in estimated renewal timing based on fiscal year and industry norms. Outreach is staged so your producers reach each account 3–6 months before their renewal, when the conversation is genuinely useful.
We write outreach that speaks to the specific exposures of each target vertical: general liability and wrap-up programs for construction, equipment breakdown and supply chain coverage for manufacturing, property schedule complexity for real estate. The contact receives a message that reads like it came from a broker who actually knows their industry — not a generic "let us review your program" pitch.
We run a coordinated 5–7 touch sequence across LinkedIn and email that builds familiarity over 6–8 weeks. Early touchpoints are educational — market conditions, carrier appetite shifts, coverage trends in their sector. The ask for a benchmarking call comes later, once the contact already sees you as a credible vertical specialist.
When a prospect expresses interest or agrees to a benchmarking conversation, we hand off with a full summary: their likely renewal month, current incumbent if known, any coverage pain points they mentioned, and what content they engaged with. Your producer steps in as an informed specialist, not a cold caller.
Independent commercial brokers, regional agencies, and MGAs targeting mid-market accounts with $500K–$5M in total premium. Ideal for producers trying to break into a new vertical — construction, manufacturing, real estate, professional services — or firms looking to systematically replace incumbent relationships rather than waiting for accounts to come to them. Works best for shops with 3–20 producers who have strong technical expertise but no systematic prospecting motion in place.
Book a free 20-minute call and we'll map out a prospecting strategy for your target verticals.
Book a Strategy Call