An error occurred while fetching the data.
Error details: Error: INTERNAL_ERROR for 53811634-ce23-255b-a4cc-778316b01ff0: {"response":{"errors":[{"message":"INTERNAL_ERROR for 53811634-ce23-255b-a4cc-778316b01ff0","locations":[{"line":93,"column":7}],"path":["articlePackages"],"extensions":{"classification":"INTERNAL_ERROR"}},{"message":"INTERNAL_ERROR for 53811634-ce23-255b-a4cc-778316b01ff0","locations":[{"line":115,"column":7}],"path":["youmightlike"],"extensions":{"classification":"INTERNAL_ERROR"}}],"data":{"articleData":{"uri":"/2011/07/01/nginsights-7-things-to-know-before-meeting-your-ne/","canonicalUrl":"https://www.propertycasualty360.com/2011/07/01/nginsights-7-things-to-know-before-meeting-your-ne/","generatedId":"heh45eiedd","naturalId":"blogAndPostId/blog/post/414-15100","recombeeId":"414-15100","type":"ARTICLE","postFormat":null,"kickerPresentedBy":null,"breadcrumb":[],"presentedBy":"","title":"nGInsights: 7 Things to Know Before Meeting Your Next Commercial Prospect","readtime":"4","timeToRead":"4 minute","prettyModified":"","prettyDateTime":"July 01, 2011 at 08:45 AM","needToKnow":[],"byline":"Matt Brown","nofollow":false,"showDisclaimer":true,"authors":[{"name":"Matt Brown","description":"","imageLarge":"https://secure.gravatar.com/avatar/f16d6fc2845f417ea0e93a3f2b6cd37d?s=136&d=mm&r=g","webUrl":"/author/profile/matt-brown/"}],"publication":"Property Casualty 360","kicker":"Commentary","kickerNode":[{"name":"Commentary","slug":"commentary-kicker","uri":"/commentary/","sectionName":"Commentary"}],"prettyDate":"July 01, 2011","pubDate":"2011-07-01 08:45:00:000","modifiedDate":"","isDownload":"false","primaryCategory":{"channelName":"","sectionName":"","name":"","uri":"","slug":"","channelUri":""},"tags":[],"image":{"uri":"","width":"","height":"","alt":""},"embed1":"","embed2":"","summary":"Increase your closing ratio to 99%, be different from every other agent in your market, and inspire insureds to talk about you behind your back each week - in a good way.","categories":[],"allCategories":[{"sectionName":"Agent & Broker","channelName":"Legal Radar Industry"},{"sectionName":"","channelName":"Agent & Broker"},{"sectionName":"Agent & Broker","channelName":"Legal Radar Industry"},{"sectionName":"Commercial Lines","channelName":"Markets"},{"sectionName":"Commercial Lines","channelName":"Agent & Broker"},{"sectionName":"","channelName":"Kicker"},{"sectionName":"Commentary","channelName":"Kicker"}],"bodyArray":["<p>Knock-knock. Ring-ring. Cold-calling is an interruption; do you want to be remembered as an interruption? </p>","<p>The words “insurance salesperson” conjures up images of polyester suits, briefcases, and hard closes. Insurance is one of those low-interest and unpleasant products/services that most people don’t want to talk about, all things being equal. </p>","<p>If you’re like me, you have probably felt the tension on a sales call with a prospect, as though they are holding you at arm’s length. They aren’t opening up to you. They establish the rules and tell you what you must do in order to earn their business.</p>"],"slides":[],"video":null},"articlePackages":null,"youmightlike":null,"readnext":{"contents":[{"uri":"/2025/07/11/wild-airbnb-party-spurs-7k-in-damages-reveals-rental-risks/","title":"Wild Airbnb party spurs $7K in damages, reveals rental risks","byline":"Burns & Wilcox","summary":"Neighbors snapped photos of dozens of vehicles on the street and teens being charged admission at the door.","prettyDate":"July 11, 2025","kicker":"Analysis","image":{"uri":"https://k2-prod-alm.s3.us-east-1.amazonaws.com/brightspot/48/ef/78ac2ba343ed95321fc0b969e3aa/wild-party-terovesalainen-via-adobe-stock.jpg","width":"620","height":"372"},"breadcrumb":[],"primaryCategory":{"name":"","uri":"","channelName":"","channelUri":""},"allCategories":[{"channelName":"Agent & Broker","sectionName":"Sales & Marketing","slug":"sales-marketing","channelUri":"agent-broker"},{"channelName":"Markets","sectionName":"Personal Lines","slug":"personal-lines-markets","channelUri":"markets"},{"channelName":"Agent & Broker","sectionName":"Personal Lines","slug":"personal-lines","channelUri":"agent-broker"},{"channelName":"Markets","sectionName":"Personal Lines","slug":"personal-lines-markets","channelUri":"markets"},{"channelName":"Agent & Broker","sectionName":"Personal Lines","slug":"personal-lines","channelUri":"agent-broker"},{"channelName":"Risk Management","sectionName":"Emerging Risk","slug":"emerging-risk","channelUri":"risk-management"},{"channelName":"Kicker","sectionName":"Analysis","slug":"analysis","channelUri":""}]},{"uri":"/2025/07/10/globaldata-top-20-global-insurers-of-2024/","title":"GlobalData: Top 20 global insurers of 2024","byline":"Elana Ashanti Jefferson","summary":"The world's largest insurance carrier — and one of the top global companies overall — is now weathering intense public scrutiny.","prettyDate":"July 10, 2025","kicker":"Slideshow","image":{"uri":"https://k2-prod-alm.s3.us-east-1.amazonaws.com/brightspot/6b/1b/f182504743f988593451e8487693/big-business-sergey-nivens-adobe-stock.jpg","width":"620","height":"372"},"breadcrumb":[],"primaryCategory":{"name":"","uri":"","channelName":"","channelUri":""},"allCategories":[{"channelName":"Agent & Broker","sectionName":"Agency Management","slug":"agency-management","channelUri":"agent-broker"},{"channelName":"Markets","sectionName":"Commercial Lines","slug":"commercial-lines","channelUri":"markets"},{"channelName":"Agent & Broker","sectionName":"Commercial Lines","slug":"commercial-lines-agent-broker","channelUri":"agent-broker"},{"channelName":"Markets","sectionName":"Commercial Lines","slug":"commercial-lines","channelUri":"markets"},{"channelName":"Agent & Broker","sectionName":"Commercial Lines","slug":"commercial-lines-agent-broker","channelUri":"agent-broker"},{"channelName":"Claims","sectionName":"Education & Training","slug":"education-training","channelUri":"claims"},{"channelName":"Kicker","sectionName":"Slideshow","slug":"slideshow-kicker","channelUri":""}]},{"uri":"/2025/06/05/how-vendors-help-small-midsize-insurers-compete/","title":"How Vendors Help Small, Midsize Insurers Compete","byline":"Claims Partnership (Sponsored)","summary":"While the deck may seem stacked against them, smaller and regional carriers can leverage some key differentiators – and a strong partnership – to compete.","prettyDate":"June 05, 2025","kicker":"","image":{"uri":"https://k2-prod-alm.s3.us-east-1.amazonaws.com/brightspot/37/26/93aec8b14f599da252e7c0cbe24d/pc360-claims-partnership-june-video.png","width":"1184","height":"575"},"breadcrumb":[],"primaryCategory":{"name":"","uri":"","channelName":"","channelUri":""},"allCategories":[{"channelName":"Expert Perspectives","sectionName":"Claims Partnership","slug":"claims-partnership","channelUri":"expert-perspectives"},{"channelName":"tag","sectionName":"Free","slug":"free","channelUri":"tag"}]},{"uri":"/2025/07/11/the-most-overpriced-us-cities-in-2025/","title":"The most overpriced U.S. cities in 2025","byline":"Brittney Meredith-Miller","summary":"According to the Census Bureau, more than 5.3 million households paid over $4,000 for property insurance in 2023.","prettyDate":"July 11, 2025","kicker":"Slideshow","image":{"uri":"https://k2-prod-alm.s3.us-east-1.amazonaws.com/brightspot/af/17/6d21785447f7a83d86bc31220767/money-loan-jpeg-image620x372.jpg","width":"620","height":"372"},"breadcrumb":[],"primaryCategory":{"name":"","uri":"","channelName":"","channelUri":""},"allCategories":[{"channelName":"Markets","sectionName":"Personal Lines","slug":"personal-lines-markets","channelUri":"markets"},{"channelName":"Agent & Broker","sectionName":"Personal Lines","slug":"personal-lines","channelUri":"agent-broker"},{"channelName":"Markets","sectionName":"Personal Lines","slug":"personal-lines-markets","channelUri":"markets"},{"channelName":"Agent & Broker","sectionName":"Personal Lines","slug":"personal-lines","channelUri":"agent-broker"},{"channelName":"Agent & Broker","sectionName":"Agency Management","slug":"agency-management","channelUri":"agent-broker"},{"channelName":"Kicker","sectionName":"Slideshow","slug":"slideshow-kicker","channelUri":""}]},{"uri":"/2025/07/10/state-farm-hiking-homeowners-rates-in-illinois/","title":"State Farm hiking homeowners rates in Illinois","byline":"Corey Dahl","summary":"The company says the increase is necessary to cover severe weather-related losses. ","prettyDate":"July 10, 2025","kicker":"News","image":{"uri":"https://k2-prod-alm.s3.us-east-1.amazonaws.com/brightspot/09/c6/6013518444bdbed0d93034ba5053/state-farm-hq-article-202507100919.jpg","width":"620","height":"372"},"breadcrumb":[],"primaryCategory":{"name":"","uri":"","channelName":"","channelUri":""},"allCategories":[{"channelName":"Markets","sectionName":"Personal Lines","slug":"personal-lines-markets","channelUri":"markets"},{"channelName":"Agent & Broker","sectionName":"Personal Lines","slug":"personal-lines","channelUri":"agent-broker"},{"channelName":"Agent & Broker","sectionName":"Coverage & Policy Issues","slug":"coverage-policy-issues","channelUri":"agent-broker"},{"channelName":"Risk Management","sectionName":"Weather Risk","slug":"weather-risk","channelUri":"risk-management"},{"channelName":"Kicker","sectionName":"News","slug":"news-kicker","channelUri":""}]}]},"events":{"events":[],"searchParams":{"estimate":0}}},"extensions":{"DateTime":"2025-07-13T04:08:20.412509503","ResponseTime":"?","AuthorizedUser":false,"AlmContext":"AlmContext{clientIP='10.0.253.253', internalIP='true', origin='', authorizedUser='false', Chinchilla, userAccount='null', UCID=null, ipAccount='null', olyEncId='null'}","NavServiceResponse":{"message":"Show a wall","action":"show wall","data":"WelcomeWall","placResultsPublic":{"overallContentType":"FreeWithRegContent","userState":"DENYREFERERNOTALLOWED","showWall":"WelcomeWall","userAccess":"0","referrer":"","userAccessCookie":null,"productList":"","contentMetaData":"<?xml version='1.0' encoding='UTF-8'?><ARTICLE><TYPE>ARTICLE</TYPE><ID>/2011/07/01/nginsights-7-things-to-know-before-meeting-your-ne/</ID><SOURCE>Property Casualty 360</SOURCE><PUBLICATION-DATE>2011-07-01 08:45:00</PUBLICATION-DATE><PUBLICATION-NAMES><PUBLICATION-NAME>Property Casualty 360</PUBLICATION-NAME></PUBLICATION-NAMES><PRACTICE-AREAS /><CHANNELSECTIONS><CHANNELSECTION><CHANNEL></CHANNEL><SECTION>Agent & Broker</SECTION></CHANNELSECTION><CHANNELSECTION><CHANNEL>Agent & Broker</CHANNEL></CHANNELSECTION><CHANNELSECTION><CHANNEL></CHANNEL><SECTION>Agent & Broker</SECTION></CHANNELSECTION><CHANNELSECTION><CHANNEL></CHANNEL><SECTION>Commercial Lines</SECTION></CHANNELSECTION><CHANNELSECTION><CHANNEL></CHANNEL><SECTION>Commercial Lines</SECTION></CHANNELSECTION><CHANNELSECTION><CHANNEL>Kicker</CHANNEL></CHANNELSECTION><CHANNELSECTION><CHANNEL></CHANNEL><SECTION>Commentary</SECTION></CHANNELSECTION></CHANNELSECTIONS><REFERRER></REFERRER></ARTICLE>","numberOfViewsLeft":0,"numberOfFCFViewsLeft":0,"decisionEngine":"Grackle Cache","rulesFiredString":null,"contentProductCodes":null}},"DebuggingData":null,"UsedCache":"true","DataUrl":"http://ml2.alm.com:9216/bff-services/content/get-you-may-like-for-content.xqy?naturalId=/2011/07/01/nginsights-7-things-to-know-before-meeting-your-ne/&site=www.propertycasualty360.com&total="},"status":200,"headers":{}},"request":{"query":"\n####\n####\n# QUERY\n# ROUTE:/2011/07/01/nginsights-7-things-to-know-before-meeting-your-ne/\n####\n\n\nquery PropertyCasualty360__view_article_no_sitedir{articleData:\n getContent(naturalId: \"/2011/07/01/nginsights-7-things-to-know-before-meeting-your-ne/\", site:\"propertycasualty360.com\") {\n uri\n canonicalUrl\n generatedId\n naturalId\n recombeeId\n type\n postFormat\n kickerPresentedBy {\n \t\t label\n \t\t value\n \t\t}\n breadcrumb{\n name\n \t\turi\n }\n presentedBy\n title\n readtime\n timeToRead\n prettyModified\n prettyDateTime\n needToKnow\n byline\n nofollow\n showDisclaimer\n authors {\n name\n description\n imageLarge\n webUrl\n }\n publication\n kicker\n kickerNode {\n name\n slug\n uri\n sectionName\n }\n prettyDate\n prettyDateTime\n pubDate\n modifiedDate\n isDownload\n primaryCategory {\n channelName\n sectionName\n name\n uri\n slug\n channelUri\n }\n tags\n image {\n uri\n width\n height\n alt\n }\n embed1\n embed2\n summary\n categories {\n name\n uri\n channelName\n }\n allCategories {\n sectionName\n channelName\n } \n bodyArray\n slides {\n title\n image\n caption\n height\n width\n }\n video\n\n }\n articlePackages:\n getPackagesForArticle(docId: \"/2011/07/01/nginsights-7-things-to-know-before-meeting-your-ne/\", limit: 3, publication:\"propertycasualty360.com\") {\n title \n slug\n type \n summary\n cssFile\n navigations {\n name\n link\n }\n articles {\n title\n kicker\n uri\n image {\n uri\n }\n }\n\n \n }\n youmightlike:\n getYouMayLikeForContent(naturalId: \"/2011/07/01/nginsights-7-things-to-know-before-meeting-your-ne/\", site:\"propertycasualty360.com\") {\n uri\n title\n byline\n prettyDate\n readtime\n image {\n uri\n width\n height\n }\n summary\n }\n readnext:\n getStatsList(site:\"propertycasualty360.com\", topic: \"\", limit: 5, timeframe: \"3days\" ) {\n contents {\n uri\n title\n byline\n summary\n prettyDate\n kicker\n image {\n uri\n width\n height\n }\n breadcrumb{\n name\n \t\turi\n }\n primaryCategory {\n name\n uri\n channelName\n channelUri\n }\n allCategories{\n channelName\n sectionName\n slug\n channelUri\n }\n breadcrumb {\n name\n uri\n }\n }\n\n }\n events:\n getFutureEvents(\n publication: \"Property Casualty 360\"\n pageSize: 10\n page: 1\n ) {\n events {\n eventTitle\n venueName\n cleCredit\n description\n registrationURL\n docUri\n eventEndDate\n eventStartDate\n industry\n audience\n city\n learnMoreLinkFile\n imageUri\n imageUri2\n practiceArea\n }\n searchParams {\n estimate\n }\n }\n }"}}