A common question B2B sales people ask: “What will be my assigned territory?”
The universal answer is “Wherever you can go – within reason – to find a client. There are no assigned territories. You decide.”
Our clients grow by hiring new brokers (producers) to grow a clientele (a book of business).
There’s no need to set up sales territories for producers.
Sure, producers need to clear a prospect in the firm’s CRM to make sure it’s not a (1) current client or (2) colleague’s active prospect.
But, beyond internal clearance, it’s a big, wide-open playing field.
A Wild West of prospecting.
Not a lot of rules or restrictions.
Go wherever you can to find a prospect.
Most producers learn to avoid tiny business – not enough premium or commission potential.
Successful producers develop a focus on an industry niche or two where they have a strong affinity and become an industry expert on risk management and insurance.
(Generally, the narrower your niche specialty, the wider your geography expands.)
As a thumb rule, most producers develop a clientele within an hour radius of where they live and work.
If a producer has a relationship with a prospect that’s far away, they are free to pursue that prospect — if it makes sense.
But, unless a remote producer brings a deep personal relationship and/or specialized expertise, a prospect will usually pick a local broker as their trusted insurance advisor.