Ask any independent producer and they will tell you: Prospecting, selling and closing are difficult. That’s why not just anyone can succeed in this business, for it is one that many enter without formal training and are left to sink or swim during those first few years with little guidance or support. NU spoke with three veteran producers to get 10 solid ideas on how to sell better, from finding new business, to presenting to clients, to saving deals about to go sideways.

Floyd Mays is a past president of the Professional Insurance Agents of Virginia and D.C. and is hailed by his colleagues as a natural salesman. The Floyd Mays Insurance Agency, based in Richmond, Va., has offered coverage for the automotive and transportation industries—tow trucks, in particular—since 1977.

Want to continue reading?
Become a Free
PropertyCasualty360 Digital Reader.


  • All news coverage, best practices, and in-depth analysis.
  • Educational webcasts, resources from industry leaders, and informative newsletters.
  • Other award-winning websites including and

Already have an account?



Join PropertyCasualty360

Don’t miss crucial news and insights you need to make informed decisions for your P&C insurance business. Join now!

  • Unlimited access to - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including, and
  • Exclusive discounts on PropertyCasualty360, National Underwriter, Claims and ALM events

Already have an account? Sign In Now
Join PropertyCasualty360

Copyright © 2023 ALM Global, LLC. All Rights Reserved.