Educating Small Businesses about Commercial Auto Insurance

Topics: Commercial Auto

If you want to know how to educate small business prospects about commercial auto insurance, you’ve come to the right place. As one of the largest small business insurance providers in the US, we know a thing or two about prospecting.

In this article, we’ll discuss the following:

  • Where to find information about commercial auto insurance
  • How to determine whether your client needs commercial auto coverage
  • Where to find data to support your risk assessment

Educate Yourself First, Then Your Prospects

Beyond understanding the requirements of insurability, you’ll need to be able to educate your small business prospect on why they specifically might need commercial auto coverage.

Small business owners are often highly motivated to find the right products for their business. That means that in order to educate a small business prospect on commercial auto insurance, agents will have to first educate themselves. But that can be a difficult task, especially since small business insurance agents are expected to be a one-stop-shop for all things corporate insurance.

The first place you should look to learn more about commercial auto insurance is the AmTrust Financial website. On the Commercial Auto Insurance page, we discuss what kinds of businesses might need commercial auto coverage, preferred and excluded classes, as well as the requirements necessary to submit a commercial auto insurance policy to the AmTrust Financial. This is the first step in understanding what you’ll need to get your small business prospect covered.

Educate Yourself on the Client

Beyond understanding the requirements of insurability, you’ll need to be able to educate your small business prospect on why they specifically might need commercial auto coverage. And that means understanding their business. We’ve talked about this before on the blog in “5 Ways to Win Over a Small Business Prospect” and “Why Successful Agents Don’t Sell to their Prospects,” but we’ll talk about it once more.

Before you work to sell a prospect on commercial auto insurance, it’s important to understand why they, specifically, might need it. We recently wrote two posts on this subject, “Top 3 Industries in Need of Commercial Auto Coverage” and “Why Small Businesses Need Commercial Auto Insurance.” Both articles offer ample information for both agents and small business owners on commercial auto coverage including what it is, what it typically covers, and who might need it.

Use Data

Ample data on the risks of commercial auto insurance for small businesses is available online. Property Casualty Insurers Association of America (PCI) offers regular “Commercial Automobile Insurance Bulletin” pieces that are short and effective for educating prospects on the statistics surrounding this product line. These can be found on the Information Offerings page of their website, along with other informative bulletins regarding auto safety.

Of course, PropertyCasualty360 is another source for a wealth of insurance-related information. In a recent article, “Two times that flood damage was not covered,” readers can learn about when flooding damage generally is and is not covered, as well as what to look for when shopping for the right policy.

While much of the automotive-related insurance information available online is tailored to personal lines, much of it can be used in a commercial context. Simply offering local accident statistics using information from the National Highway Traffic Safety Administration (NHTSA) can help small business owners make informed decisions about the risks they face.

Learn More About Commercial Auto Insurance

Unlike some other forms of commercial insurance, commercial auto coverage is fairly straight forward. But it can still be a bit confusing to small business owners who are asking questions like, “why do I need this?” For those prospects, consider directing them back here to the AmTrust blog.


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