Insurance Commander: How to Sell Property and Casualty Business Insurance (Paperback)

by Baxter Dunbar (Author) "The myth surrounding "born salespeople" is singularly exploded when applied to commercial property and casualty insurance agents..." (more)
Key Phrases: Insurance Commander, Rubber Projects, Irene Jones (more...)

Product Details

• Paperback: 333 pages
• Publisher: Business Insurance Publishing; 1st edition (January 1994)
• Language: English
• ISBN-10: 0962674796
• ISBN-13: 978-0962674792
• Product Dimensions: 10.6 x 8.3 x 0.7 inches
• Shipping Weight: 1.8 pounds (View shipping rates and policies)
• Average Customer Review: 4.6 out of 5 stars See all reviews (7 customer reviews)
• Amazon.com Sales Rank: #477,987 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

14 of 17 people found the following review helpful:

5.0 out of 5 stars A practical approach to selling, delivered with humor., October 6, 1999

By	David Kendrick (Colorado) - See all my reviews

Mr. Dunbar seems to speak from real life experiences where he had to overcome all the obstacles that doom many insurance sales. His categories of customer personality types, their typical complaints or objections, and the approach to winning them over is priceless. His stories are laced with wonderful humor that turns what could be deadly dull material into fascinating reading. Experience is the best teacher, but Mr. Dunbar has done the next best thing----given a sales person some wonderful tools to avoid a bad experience.

4 of 4 people found the following review helpful:

4.0 out of 5 stars Helpful Resource , September 9, 2006

By	D. Wayne Layton "againstheresies" (Chattanooga, TN) - See all my reviews (REAL NAME)

Most agents whether just beginning or experienced will find something helpful in this book. Baxter provides a fairly comprehensive look at the whole process selling commercial insurance. He gives plenty of sample letters and has quite an extensive appendix.

Some of the material and methodology was slightly dated, as can be expected. But, one should be able to use his approach as a good foundation for commercial sales. Baxter included a number of practical illustrations which most people will find helpful, but can be a bit tedious.

Perhaps the best part of the book besides the sample letters is his walk through the sales process from the first meeting, through the interview, during submission, and on to a final proposal. If you want to market commercial insurance this book will help you get started.

3 of 3 people found the following review helpful:

4.0 out of 5 stars A Very Valuable Tool, April 10, 2007

By	Eduardo Zabala "Insurance Producer, Year 1" (Providence, RI) - See all my reviews (REAL NAME)

I am just starting out in the insurance field as an Agent with no prior experience. During the time between making the decision to make the leap and actually landing a job, I dug every where I could looking for resources on everything that had to do with being a P&C Producer. By far, I would say this is one of the best resources for someone trying to get a good overview on how to think like one.

Of course, it is a bit cheerlead-y and full of narative, but quite honestly, it's what I found charming. I needed something that could hit home to me and motivate me to keep trying at something that seems very difficult.

I would highly recommend it to those looking for a good read on the (human) aspects of Business P&C Insurance.