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... One: Letter one Introductory letter by the agency principal and an agency Commercial Lines brochure. Step Two: Initial telephone call within two days of receipt of the introductory letter offering an Insurance Program Analysis. Step Three: Letter two Identifying the agency as an insurance specialist in the selected target market and offering references from current client base. Step Four: Letter three Identifying the carrier and the product that wed like to offer the prospect (carrier brochure) . Step Five: Telephone contact by producer to establish personal contact (within three days of receipt of Letter three) . Year Two Step Six: Letter four Identifying risks to the target market and ways to avoid them through appropriate insurance management. Step Seven: Letter five Identifying additional risk exposures to the market, tying carrier product to an insurance ... . Step Eight: Telephone contact to continue the relationship and offer an appointment. Step Nine: The agency (target market oriented) Newsletter specific product. Step Ten: Producer to establish appointment or drop-in visit goal to establish expiration date and/or quote coverage. Year Three Step Eleven: Letter six Second offer of no-obligation Insurance Program Analysis. Supply reference list. Step Twelve: Producer to verify expiration date and set appointment 120 days prior. Step Thirteen: Letter seven Specific risk identifier. Step Fourteen: Final call to attempt quote contact. Step Fifteen: Letter eight final letter from the agency principal offering agency's services. PROCESS The program is conducted on a set schedule, but not at regular intervals. For instance, one contact could be two weeks after a prior contact, but the ...