Be wise and specialize

By Art Seifert, Glatfelter Program Managers on February 15, 2017

Find your niche

I remember being a 26-year old retail producer, starting my sales career in a state where I knew no one and didn’t have a single lead. My mentor, if you want to call him that, suggested I pick a specialty.

I looked through a publication called Lead Source since Al Gore hadn’t invented the internet yet. It didn’t take long to realize the construction section was thick with potential. Besides, I was living in Northern Virginia, and there was new construction everywhere.

I joined the Association of Builders and Contractors (ABC) and at my first meeting, I tracked down the head of the membership committee and volunteered my services. Recruiting for the association gave me something to talk to prospects about other than insurance. Volunteering also made it hard for any ABC member to refuse me a chance to quote their insurance policy.

This built a pathway for me, not only into a specialized niche, but also to potential clients. I also learned that by specializing, increased revenue is almost a guarantee. Specialists not only become an expert in the niche, but a trusted adviser – people want to know your opinion.

According to Insurance Journal, a lot of organizations have experts that are not focused and can easily develop a niche that helps build the expertise in their ranks. By specializing:

  • You develop passion and passion sells.
  • Clients want to work with you to gain an expert’s opinion.
  • You open yourself up to more resources.
  • You’ll build a more profitable book of business.
  • You’ll be able to streamline the insurance process in the client’s language.

We can help you specialize. Pick one of our programs and read all that is available in Safety Central on our websites. Schedule a visit to our home office and meet one-on-one with underwriters and risk control specialists. In short order, you will have more to talk about than just price.


Art Seifert, Glatfelter Program Managers

Arthur is a fitness enthusiast, a grandfather, philosopher and possessor of a wretched wit.

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