New business is the engine of growth for every insurance agency.
But too often, prospecting is left to the habits, hustle, or intuition of individual producers. That’s risky. Growth should never depend on luck or personal style. It should be engineered. Systematized. Measured.
At PS Advisory LLC, we specialize in helping insurance agencies implement Salesforce in a way that reflects the real-world dynamics of distribution, retention, and operational scale. Our approach is rooted in a simple but powerful model: The Four Quadrants Methodology.
In this framework, Quadrant 1—New Business Development—is the foundation of intentional growth. It’s where the engine begins. Without it, an agency’s book slowly declines due to natural attrition, rate shopping, and life changes.
In this post, we’ll break down how successful insurance producers build a consistent new business engine by:
Without structured systems, producers often fall into reactive selling. They chase leads as they appear, forget to follow up consistently, and don’t have a focused strategy around who they’re targeting or why. This results in inconsistent pipelines, low conversion rates, high variability in performance, and missed opportunities due to a lack of follow-through. The solution isn’t more effort—it’s more structure, built on data, workflow, and accountability.
High-performing insurance producers don’t just “go get new business.” They execute a repeatable process powered by Salesforce and amplified through Centers of Influence.
Here’s how they do it.
Great prospecting starts with clarity. Top producers don’t target “anyone who needs insurance”—they zero in on well-defined niches.
Examples:
Salesforce supports this precision by:
Result:
Your team focuses on prospects who look like your best clients—not just whoever picks up the phone.
A major source of new business in insurance comes from COIs—those who influence the same buyers, such as:
Instead of hoping for referrals, top producers build structured relationships and track them in Salesforce.
We help agencies:
We also enable COI nurturing campaigns:
Result: COIs become a formal, measurable pipeline source.
Salesforce allows you to transform prospecting from sporadic to systematic.
Here’s what a best-in-class daily Salesforce workflow looks like:
You don’t need more calls. You need smarter, more targeted actions, delivered through a Salesforce-based prospecting cockpit.
Every sales leader should be able to answer:
Salesforce should be configured with custom Opportunity stages that reflect the actual sales journey for insurance, such as:
With these in place, you can:
Result: Growth becomes visible and manageable.
Data without accountability is just noise.
Salesforce allows leaders to track real-time performance across KPIs like:
We help agency leaders:
This creates a virtuous cycle—clarity, consistency, and accountability, all powered by Salesforce.
The insurance marketplace is more competitive than ever. Lead quality is unpredictable. And retention alone isn’t enough to drive growth.
If your agency wants to grow intentionally—not just opportunistically—then Quadrant 1 must be built into your operating system.
That means:
This isn’t just sales enablement. It’s a new business infrastructure.
At PS Advisory, we help insurance agencies implement Salesforce not just as a CRM, but as a prospecting platform built around Quadrant 1:
We bring insurance knowledge + Salesforce execution = new business outcomes.
Ready to turn your producers into consistent prospecting machines? Let’s build your Quadrant 1 engine inside Salesforce, together.
PS Advisory can bring the strategies and domain expertise leveraged by LWCC to achieve an award-winning transformation to your organization. This includes insights and launching required capabilities that can revolutionize your insurance operations.
Gain exclusive insights into:
Don’t miss this opportunity to elevate your insurance business.
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