Larry's 30-60-90 Day Territory Plan

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The document outlines a 30-60-90 day plan for a new sales representative to get acclimated in their territory which includes completing training, identifying key agencies and competitors in the first 30 days, visiting all agencies and fine-tuning their route in the territory in the first 60 days, and continuing relationship building, scheduling events, and establishing a long-term sales plan in the first 90 days. Notes were also included from an interview on focusing time appropriately between agencies and learning surplus lines fundamentals.

30‐60‐90 Day Territory Plan
Raise the bar! Make a difference today!
Prepared by: Larry Cloos

30 Day Plan

Attend and complete company training on sales strategy,
processes, products, and appetite.
Identify competitors, their offerings and strategies.
Master product knowledge, and RPS appetite. Learn
corporate systems – procedures for paperwork, reports,
e‐mail, underwriting quotes, claims and loss control
procedures, endorsement and renewal procedures.
Orientation – meet management, co‐workers, support
departments and learn the company culture.
Meet with VP to prioritize what is expected of me, within a
specified time frame.
Identify top priorities and opportunities within my territory: Top
10 agencies.
Top 10 agencies by potential.
At risk or troubled agencies. Review top carrier competitors.
Apply the “80/20 Rule.” Which 20 agencies get 80% of my
time, 80% of my $$ goals?
Contact all current agencies by letter or e‐mail to notify them
of their new representative.
Visit as many top agencies as possible. Report on progress
to VP, and get feedback.
Find a mentor who is successful in this role and can pass on
valuable suggestions about best practices.

Offer to take on any special projects for the team. Become the
“go‐to” person.
Establish long‐term sales plan. Based on information from the
field, underwriting, and my own management; develop strategies
designed to defend against competitive threats, underwriting
issues or failures through a SWOT analysis.
Review first 90 days with AVP to discuss performance and status
of territory.

NOTES from interview- Be well versed on the fundamentals of the
challenges facing Surplus Lines Risks.

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Larry's 30-60-90 Day Territory Plan

1. 30‐60‐90 Day Territory Plan Raise the bar! Make a difference today! Prepared by: Larry Cloos 30 Day Plan Attend and complete company training on sales strategy, processes, products, and appetite. Identify competitors, their offerings and strategies. Master product knowledge, and RPS appetite. Learn corporate systems – procedures for paperwork, reports, e‐mail, underwriting quotes, claims and loss control procedures, endorsement and renewal procedures. Orientation – meet management, co‐workers, support departments and learn the company culture. Meet with VP to prioritize what is expected of me, within a specified time frame. Identify top priorities and opportunities within my territory: Top 10 agencies. Top 10 agencies by potential. At risk or troubled agencies. Review top carrier competitors. Apply the “80/20 Rule.” Which 20 agencies get 80% of my time, 80% of my $$ goals? Contact all current agencies by letter or e‐mail to notify them of their new representative. Visit as many top agencies as possible. Report on progress to VP, and get feedback. Find a mentor who is successful in this role and can pass on valuable suggestions about best practices.

2. NOTES from interview-Learn “Understanding Surplus Lines” Fundamentals 60 Day Plan Visit all agencies in my territory. Review producers and CSRs satisfaction with current carriers to identify issues. Profile agencies and take notes on personalities, issues, etc. Build rapport with all staff at each agency, find out what motivates each person to place with RPS. Fine‐tune most efficient driving route through territory. Schedule my first lunch & learn program with UW if possible. Plan attendance at relevant tradeshow/industry event. Join appropriate associations/organizations. Continue to turn in paperwork and reports in a timely manner Continue to dialog with VP for performance feedback. Continue to practice my delivery of products and appetite. Study to improve product and industry knowledge, underwriting of RPSs book of business. NOTES from interview–Balance time so CA can get appropriate attention. 90 Day Plan Continue calling on agents and prospects within territory. Be visible. Work efficiently and effectively to ensure optimum time and territory management. Focus on lower‐producing agencies to build relationships. Come up with new and creative ways to get producers attention in the field. Get input from team and manager. Schedule 2‐3 quoting blitzes or lunch with UW presentation programs.

3. Offer to take on any special projects for the team. Become the “go‐to” person. Establish long‐term sales plan. Based on information from the field, underwriting, and my own management; develop strategies designed to defend against competitive threats, underwriting issues or failures through a SWOT analysis. Review first 90 days with AVP to discuss performance and status of territory. NOTES from interview- Be well versed on the fundamentals of the challenges facing Surplus Lines Risks.

Larry's 30-60-90 Day Territory Plan

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