Cold Call Scripts
15 industries · Full policy → dec page → intro meeting
UNIVERSAL CALL PRINCIPLES
Before Every Call
- Know the org's name, what they do, and approximate size before dialing
- 3-tier goal on every call: (1) Full policy, (2) Dec page, (3) Schedule a Lamb intro meeting — never hang up with nothing
- Keep cold calls under 3 minutes — get the email, send the request, follow up
- If they won't send the full policy or dec page, GET THE X-DATE and schedule a callback
On Every Call
- Open with your niche specialty — "I specialize in [industry]" builds instant credibility
- Ask about renewal date early — it controls the urgency of the conversation
- Never ask "are you happy with your current coverage?" — they'll always say yes
- Use silence after asking for the full policy — don't fill the space, let them respond
The 3-Tier Close — Never Hang Up With Nothing
- Tier 1 — Full Policy: "If you can forward your full policy over that's perfect — gives me everything I need for a complete comparison."
- Tier 2 — Dec Page: "If the full policy is hard to track down, even just the dec page gets me started."
- Tier 3 — Intro Meeting: "If now isn't the right time for that, I'd love to set aside 20 minutes to show you how Lamb operates differently than most brokers — we work specifically in your space and I think you'd find it valuable. Would [day] or [day] work for a quick call?"
Voicemail Formula
- "Hi [Name], this is [Your Name] with Lamb Insurance — I specialize in [industry] insurance and had a quick question about your coverage. I'll try you again [day] — or call me back at [number]."
- Keep voicemails under 20 seconds
- Always say when you'll call back — and actually call back that day
🏢 COMMUNITY CENTERS Script
OPENER
YOUHi, this is [Your Name] with Lamb Insurance. I work specifically with community centers and nonprofits — is the executive director or whoever handles your insurance available?
INTRODUCTION
YOUHi [Name] — I specialize in insurance for community centers. The reason I'm reaching out is that centers like yours tend to run a really wide range of programs — fitness, youth activities, events, rentals — and most standard commercial policies weren't built to cover all of that cleanly. When does your current policy renew?
BRIDGE TO POLICY REQUEST
YOUThe two things I always want to check on community center policies are your general liability limits around facility use and events, and whether your policy covers all the programs you actually run. A lot of centers have grown their programming and their policy hasn't kept up. Would you be open to letting me take a look?
THE CLOSE
YOUWhat's the best email? If you can forward your full policy that's ideal — it gives me a complete picture. If it's easier, even just the dec page gets me started.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUNo problem at all. Would it be worth setting aside 20 minutes for a quick call? I'd love to walk you through how Lamb works and why we operate differently — we specialize in organizations like yours and most people find it pretty useful. Would [day] or [day] work?
Always offer two specific days. Before the meeting, look up their programming and event calendar — come in knowing their exposures better than they do.
OBJECTION HANDLERS
We're covered under a municipal policy
That's actually worth examining — municipal policies often have coverage gaps for nonprofits that operate semi-independently. Do you know if your programming is fully covered under that policy or just the facility?
We rent our space out, it's complicated
That's exactly why I'm calling — facility rentals create liability exposure that a lot of standard policies don't address well. That's one of the first things I'd want to look at for you.
We're happy with what we have
That's great — I'm not asking you to change anything. I just want to make sure what you have actually matches what you do. A 20-minute review costs you nothing.
INDUSTRY INTEL
- Facility rental coverage is a major gap — many policies exclude third-party events or require certificates
- Youth programming creates abuse & molestation exposure — ask if they have it
- Fitness equipment and pools create specific liability and property exposures
- Ask if they host any community events — special event coverage is often missing
🍎 CHARITABLE FOOD ORGANIZATIONS Script
OPENER
YOUHi, this is [Your Name] with Lamb Insurance. I work with food banks, food pantries, and charitable food organizations specifically — is the executive director or operations manager available?
INTRODUCTION
YOUHi [Name] — I specialize in insurance for charitable food organizations. Food distribution nonprofits have a unique set of exposures — volunteer liability, product liability for distributed food, commercial auto if you're running delivery routes — that most standard nonprofit policies don't fully address. When does your current coverage renew?
Many food orgs don't realize they have product liability exposure from distributing food. This is a great conversation starter.
BRIDGE TO POLICY REQUEST
YOUThe main things I'd want to check are your volunteer liability coverage, whether you have product liability for food distribution, and your auto coverage if you're using vehicles for pickups or deliveries. Would you be open to me taking a quick look at what you have?
THE CLOSE
YOUWhat's the best email? If you can forward the full policy that's perfect. If not, even just the dec page lets me get a comparison started.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUTotally understand. Would a quick 20-minute call work instead? I'd love to walk through how Lamb specifically supports organizations like yours and why we work differently than most brokers. Would [day] or [day] be convenient?
Prep for the meeting: know their distribution volume, whether they use volunteers or staff, and if they have delivery vehicles.
OBJECTION HANDLERS
We mostly use volunteers, not employees
That's actually really important — volunteer liability is separate from workers' comp and it's one of the most commonly overlooked coverages for food orgs. Do you know if your current policy covers volunteers specifically?
We're small, we don't distribute much
Size doesn't reduce the exposure — one food illness claim or a volunteer injury can be significant regardless of volume. It's worth making sure you're covered properly.
INDUSTRY INTEL
- Product liability for food distribution is often excluded or sublimited — always check
- Volunteer injury coverage is separate from WC — critical for food orgs with large volunteer bases
- Cold storage and refrigeration equipment creates property exposure
- Delivery vehicles (even personal cars used for org business) create auto liability — ask about it
- Many food orgs receive donated goods — ask if their policy covers goods in transit
🤝 COMMUNITY ACTION AGENCIES Script
OPENER
YOUHi, this is [Your Name] with Lamb Insurance. I work specifically with community action agencies and human services nonprofits — is the executive director or whoever handles your insurance available?
INTRODUCTION
YOUHi [Name] — I specialize in insurance for community action agencies. CAAs are unique because you're running so many different programs under one roof — energy assistance, Head Start, housing, workforce development — and most commercial policies aren't structured to cover that kind of multi-program complexity properly. When does your current policy renew?
CAAs often have federal funding (CSBG) which creates compliance requirements around insurance — knowing this positions you as someone who understands their world.
BRIDGE TO POLICY REQUEST
YOUWith CAAs, I always want to look at how your policy handles each program separately — especially if you're running Head Start or any childcare, because those have specific liability requirements. And your D&O coverage, because your board has real exposure managing federal funds. Can I take a look at what you currently have?
THE CLOSE
YOUWhat's the best email? Full policy is ideal — it lets me review each program's coverage. If that's hard to pull together right now, even the dec page is a great starting point.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUNo worries at all. Would a 20-minute intro call make sense? I'd love to show you how Lamb approaches multi-program organizations differently — we're not a generalist broker, we specifically work in this space. Would [day] or [day] work?
CAA directors are busy and skeptical of vendors — the meeting pitch works well here because you're positioning as a specialist, not just another broker.
OBJECTION HANDLERS
We have a risk manager / procurement handles this
Perfect — can you point me to the right person? I'd love to set up a quick intro call with them. We work with a lot of CAAs and I think they'd find it valuable.
We go through a state association program
Those programs can be solid — but they're not always the most competitive, especially for larger CAAs with complex programs. It's worth doing a side-by-side just to know where you stand.
INDUSTRY INTEL
- CSBG-funded agencies have federal compliance requirements — some funders require specific coverage minimums
- Head Start programs have strict insurance requirements from HHS — verify they're meeting them
- D&O coverage is critical — board members managing federal funds have significant personal exposure
- Multi-program orgs often have coverage gaps between programs — look for exclusions by program type
- Ask about their fleet — CAAs often run transportation programs for seniors or Head Start
🧒 DAYCARE — Workers' Comp Script
OPENER
YOUHi, this is [Your Name] calling from Lamb Insurance. Is the owner or director available?
If asked "what's it regarding" → say: "I specialize in workers' comp for daycare centers and had a quick question about their coverage."
INTRODUCTION
YOUHi [Name], this is [Your Name] with Lamb Insurance — I specialize in workers' comp coverage specifically for daycare and childcare centers. I'm not here to pitch you right now, I just have one quick question — when does your workers' comp renew?
Keep it short. Don't oversell. The goal is to get them talking, then get the policy.
IF THEY GIVE YOU A DATE
YOUPerfect. I work with a lot of daycare centers and I can usually find better rates or broader coverage than what most centers are currently paying — especially with the specialized markets we have access to. Would you be open to me doing a quick comparison? All I'd need is your full policy — if you can forward that over, I can do a complete apples-to-apples review.
THEM(Hesitates / asks more)
YOUTotally fair. The reason I want the full policy is so I'm comparing everything apples to apples — coverage, limits, exclusions, the works. I don't want to waste your time with a number that doesn't reflect what you actually have. If I can't beat it, I'll tell you straight.
THE CLOSE — GET THE POLICY
YOUWhat's the best email to send over a quick info request? And if you have your full policy handy, even better — if you can forward that over I can get you a real apples-to-apples comparison. If not, even just the dec page gets me started.
Always lead with asking for the FULL policy first — it gives you way more to work with. Dec page is the fallback, not the ask. Once they give the email → confirm spelling → say: "Great, I'll send that over in the next 10 minutes. Keep an eye out for it from [your email]."
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUNo problem at all — I completely understand. In that case, would it be worth setting aside just 20 minutes for a quick call? I'd love to walk you through how Lamb operates and why we work differently than most brokers — we specialize specifically in organizations like yours, and most people find it pretty eye-opening. It's not a sales pitch, just a conversation. Would [day] or [day] work for you?
This is your Tier 3 close — never leave a call with nothing. A scheduled meeting is almost as good as a dec page because you now have a committed touchpoint. Always offer two specific days, not "sometime next week."
THEM(Agrees to meeting)
YOUPerfect. I'll send a calendar invite to [email] — and feel free to have anyone else from your team join who deals with your insurance. It'll be 20 minutes, I'll cover what makes Lamb different, and we can talk about your specific coverage from there. Looking forward to it.
Before the meeting: research the org, pull up their industry, know 2-3 specific coverage gaps common to their type. Come in as an expert, not a salesperson.
OBJECTION HANDLERS
We're happy with our current agent
That's great — I'm not trying to replace anyone. I just want to make sure you have a second set of eyes on your coverage before renewal. Most of my clients kept their agent and still saved money.
We already have coverage
Totally — I'm not asking you to switch anything today. I just want to run a comparison so you know you're getting the best rate. It literally costs you nothing to find out.
Send me something
Absolutely. What's the best email? I'll send a one-page overview and follow up in a few days — no pressure at all.
Now's not a good time
No problem — when's a better time? I can call back whenever works for you.
INDUSTRY INTEL
- Daycare WC rates are driven by payroll and class codes — many centers are miscoded and overpaying
- High turnover → WC audits can surprise them → position yourself as someone who helps with that
- Ask about part-time or seasonal workers — this affects their audit exposure
- Ask if they've had WC claims in the last 3 years — affects their mod factor
👴 GERIATRIC SERVICES Script
OPENER
YOUHi, this is [Your Name] with Lamb Insurance. I work specifically with geriatric services and senior care organizations — is the administrator or executive director available?
INTRODUCTION
YOUHi [Name] — I specialize in insurance for geriatric and senior services organizations. Senior care has some of the most complex liability exposures out there — professional liability, fall and injury claims, abuse & molestation coverage, workers' comp for caregiving staff — and a lot of organizations find out too late that their policy had gaps. When does your current coverage renew?
BRIDGE TO POLICY REQUEST
YOUThe things I always focus on with senior services are your professional liability limits — especially if you have any licensed staff providing care — and your workers' comp for caregivers, which is one of the more expensive and complicated lines in the industry. Would you be open to me taking a look at what you have?
THE CLOSE
YOUWhat's the best email? Full policy is always most helpful — if that's tough to pull right now, even just the dec page lets me get started.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUTotally understand. Would a quick 20-minute call work? I'd love to walk you through how Lamb specifically serves geriatric and senior care organizations — we work differently than most brokers and I think you'd find it worth your time. Would [day] or [day] work for you?
Senior care admins are often risk-averse — frame the meeting around protecting the organization, not saving money.
OBJECTION HANDLERS
We're licensed and regulated, our coverage is set
Licensing minimums are just the floor — they don't always reflect the actual exposure your organization carries. I'd love to make sure your limits are keeping pace with what you're doing.
We've had claims, hard to get coverage
That's actually our specialty — we have markets that specifically write geriatric and senior care with claims history. They look at your overall program quality, not just the claims.
INDUSTRY INTEL
- Professional liability / errors & omissions is critical for any org with licensed care staff
- Slip, fall, and elopement claims are common — make sure GL limits are adequate
- Caregiver WC is expensive — ask about their experience mod and injury prevention programs
- Abuse & molestation coverage is essential — elder abuse claims are increasing nationally
- Ask about transportation — many geriatric orgs run senior transport programs with significant auto exposure
🏠 HOME HEALTH — Workers' Comp Script
OPENER
YOUHi, this is [Your Name] from Lamb Insurance. I'm looking for whoever handles your workers' comp — is that the owner or someone in HR?
INTRODUCTION
YOUHi [Name] — I specialize in workers' comp for home health agencies. I work with a lot of agencies in [your state/region] and I've been seeing some really competitive rates come through lately. Quick question — when does your WC policy renew?
Home health WC is notoriously expensive and complex — they KNOW this. Lead with empathy, not pitch.
BRIDGE TO POLICY REQUEST
YOUHome health is one of those industries where most agencies are either overpaying or have gaps they don't even know about — especially with aide classifications and travel exposures. I'd love to take a quick look at what you have. If I can improve it, great. If not, at least you'll have peace of mind going into renewal. Would you be able to forward over your full policy so I can do a proper review?
THE CLOSE
YOUWhat's the best email? Ideally, if you can forward over your full policy that gives me everything I need to do a proper comparison. If that's easier said than done, even just the dec page gets me started.
Always lead with the full policy ask — dec page is the fallback. Confirm the email address and say you're sending your info request within the hour.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUNo problem at all — I completely understand. In that case, would it be worth setting aside just 20 minutes for a quick call? I'd love to walk you through how Lamb operates and why we work differently than most brokers — we specialize specifically in organizations like yours, and most people find it pretty eye-opening. It's not a sales pitch, just a conversation. Would [day] or [day] work for you?
This is your Tier 3 close — never leave a call with nothing. A scheduled meeting is almost as good as a dec page because you now have a committed touchpoint. Always offer two specific days, not "sometime next week."
THEM(Agrees to meeting)
YOUPerfect. I'll send a calendar invite to [email] — and feel free to have anyone else from your team join who deals with your insurance. It'll be 20 minutes, I'll cover what makes Lamb different, and we can talk about your specific coverage from there. Looking forward to it.
Before the meeting: research the org, pull up their industry, know 2-3 specific coverage gaps common to their type. Come in as an expert, not a salesperson.
OBJECTION HANDLERS
Our rates are locked in
Totally — when does that lock expire? I can put a reminder to reach back out 90 days before renewal so you have options on the table.
We use a PEO / group policy
Really common in home health — and sometimes those arrangements make sense, sometimes they don't. Would you be open to a quick comparison just to know where you stand?
We've had claims, rates are high
That's exactly why I'm calling — we have markets that specialize in home health with claims history. They look at the full picture, not just the mod. Worth a look.
INDUSTRY INTEL
- Aide and caregiver class codes vary — miscoding is extremely common and costly
- Travel exposures (driving between clients) often create gaps — mention this
- Ask how many aides they have and if any are 1099 vs W2 — major coverage implications
- High mod factor clients are NOT dead ends — specialty markets exist for them
🏘️ HOUSING & SHELTER — Fortegra Custom Program
OPENER
YOUHi, this is [Your Name] with Lamb Insurance. I'm trying to reach the executive director or whoever oversees your insurance coverage — is that person available?
INTRODUCTION
YOUHi [Name] — I work specifically with housing and shelter organizations, and I wanted to reach out because we have a custom insurance program through Fortegra that's built exclusively for organizations like yours. Most housing providers are either using a standard commercial policy that wasn't designed for their exposures, or they're paying too much for coverage that doesn't fully protect them. When does your policy renew?
The Fortegra program is your differentiator — use it. This isn't a generic pitch, it's a specialized product they likely haven't heard of.
USE YOUR DIFFERENTIATOR
YOUThe reason I'm calling specifically is that our Fortegra program was designed for housing and shelter nonprofits — it covers things like abuse & molestation liability, volunteer liability, and property coverage for transitional housing that most standard carriers won't touch. Does your current policy cover those exposures?
This question almost always creates doubt. Let the silence work.
THE CLOSE
YOULet me take a look at your current policy and run it against what we can offer through the Fortegra program. What's the best email? If you can forward your full policy over that's ideal — it lets me do a real line-by-line comparison. If the full policy isn't handy, even just the dec page gives me a starting point.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUNo problem at all — I completely understand. In that case, would it be worth setting aside just 20 minutes for a quick call? I'd love to walk you through how Lamb operates and why we work differently than most brokers — we specialize specifically in organizations like yours, and most people find it pretty eye-opening. It's not a sales pitch, just a conversation. Would [day] or [day] work for you?
This is your Tier 3 close — never leave a call with nothing. A scheduled meeting is almost as good as a dec page because you now have a committed touchpoint. Always offer two specific days, not "sometime next week."
THEM(Agrees to meeting)
YOUPerfect. I'll send a calendar invite to [email] — and feel free to have anyone else from your team join who deals with your insurance. It'll be 20 minutes, I'll cover what makes Lamb different, and we can talk about your specific coverage from there. Looking forward to it.
Before the meeting: research the org, pull up their industry, know 2-3 specific coverage gaps common to their type. Come in as an expert, not a salesperson.
OBJECTION HANDLERS
We work with a broker already
Totally fine — I'm not here to step on any toes. But because the Fortegra program is a specialty product, your current broker may not have access to it. It's worth a 10-minute conversation just to find out.
We're a nonprofit, limited budget
That's exactly who this program was designed for — it's priced for nonprofits and often comes in under what orgs are currently paying on standard markets.
What does your program cover?
At a high level: general liability, abuse & molestation, D&O, property, and volunteer liability. But every org is different — I'd love to review your current policy first and show you a real side-by-side.
INDUSTRY INTEL
- Fortegra program is your BIGGEST competitive advantage — lead with it every time
- Abuse & molestation coverage is often missing or sublimited in standard policies — ask about it
- Transitional housing has unique property exposures most carriers won't underwrite
- Many are 501c3 — they have D&O exposure too, don't forget to mention it
- Ask if they have residents with behavioral health histories — affects liability exposure
🌍 HUMAN SERVICES ORGANIZATIONS Script
OPENER
YOUHi, this is [Your Name] with Lamb Insurance. I specialize in working with human services nonprofits — is the executive director or whoever oversees your insurance and risk available?
INTRODUCTION
YOUHi [Name] — I work exclusively with human services organizations. The reason I'm calling is that human services is a broad category and most commercial brokers treat it that way — they write a generic nonprofit policy and move on. We go a lot deeper than that, especially around professional liability, abuse coverage, and workers' comp for direct service staff. When does your current policy renew?
BRIDGE TO POLICY REQUEST
YOUThe main things I want to look at are your professional liability — especially if your staff are doing any case management, counseling, or direct service work — and whether your abuse & molestation coverage is adequate for the populations you serve. Can I take a look at what you have?
THE CLOSE
YOUWhat's the best email? If you're able to forward the full policy that's the most helpful — if not, even just the dec page is a great starting point.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUNo problem. Would a quick 20-minute intro call work? I'd love to show you how Lamb approaches human services organizations differently from most brokers — we're genuinely specialized in this space. Would [day] or [day] work?
OBJECTION HANDLERS
We have a board member who handles insurance
That's great — and I'd love to connect with them too. But it's always worth having a specialist review what you have. Can you introduce me or give me their contact?
We just renewed
Perfect timing actually — now is exactly when to start the conversation so you have options on the table before your next renewal. No pressure to do anything now, just want to be on your radar.
INDUSTRY INTEL
- Case management and counseling creates professional liability exposure — often excluded from basic GL
- Abuse & molestation is critical for orgs serving vulnerable populations
- Ask what populations they serve — different populations (domestic violence, mental health, youth) have different underwriting implications
- Multi-site orgs often have coverage inconsistencies across locations
- D&O exposure is significant for larger human services orgs with government contracts
♿ IDD — Intellectual & Developmental Disability Services
OPENER
YOUHi, this is [Your Name] calling from Lamb Insurance. I work specifically with IDD service providers — is the executive director or whoever handles your insurance available?
INTRODUCTION
YOUHi [Name] — I specialize in insurance for IDD providers — residential, day program, and supported living services. I'm reaching out because IDD is one of those industries where the coverage needs are really unique — abuse & molestation, professional liability, workers' comp for direct support staff — and a lot of providers are either underinsured or overpaying. When does your current policy come up for renewal?
BRIDGE TO POLICY REQUEST
YOUThe main thing I'd want to look at is your workers' comp and your professional/abuse liability. Direct support workers are a high-risk classification and I've been able to find significant savings for organizations similar to yours. Would you be open to letting me take a quick look at what you have?
THE CLOSE
YOUWhat's the best email? If you're able to forward over your full policy that's perfect — that gives me everything I need to do a thorough comparison. If that's tough to track down right now, even the dec pages get me started and I can usually turn a preliminary comparison around in 24-48 hours.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUNo problem at all — I completely understand. In that case, would it be worth setting aside just 20 minutes for a quick call? I'd love to walk you through how Lamb operates and why we work differently than most brokers — we specialize specifically in organizations like yours, and most people find it pretty eye-opening. It's not a sales pitch, just a conversation. Would [day] or [day] work for you?
This is your Tier 3 close — never leave a call with nothing. A scheduled meeting is almost as good as a dec page because you now have a committed touchpoint. Always offer two specific days, not "sometime next week."
THEM(Agrees to meeting)
YOUPerfect. I'll send a calendar invite to [email] — and feel free to have anyone else from your team join who deals with your insurance. It'll be 20 minutes, I'll cover what makes Lamb different, and we can talk about your specific coverage from there. Looking forward to it.
Before the meeting: research the org, pull up their industry, know 2-3 specific coverage gaps common to their type. Come in as an expert, not a salesperson.
OBJECTION HANDLERS
We're required to use specific carriers
Good to know — can you tell me which carriers? Sometimes there's more flexibility than people think, especially on the WC side.
We went through a lot to get coverage
I completely understand — IDD is one of the harder classes to place. That's exactly why I specialize in it. I have markets that specifically write IDD and understand the exposures.
We had an incident, rates went up
Really common in this space. We have specialty markets that understand IDD incidents don't always reflect negligence — they look at your overall program and safety protocols, not just claims history.
INDUSTRY INTEL
- Abuse & molestation coverage is critical — ask if their current policy has it and what the limit is
- Direct support professional (DSP) WC is a specialized class code — many carriers mislabel it
- Ask about staff-to-client ratios and behavioral support plans — underwriters want to know
- Residential IDD has higher liability exposure than day programs
- Many IDD orgs are Medicaid-funded — they're budget-conscious but can't afford a coverage gap
🏛️ MUSEUMS Script
OPENER
YOUHi, this is [Your Name] with Lamb Insurance. I work with museums and cultural institutions specifically — is the executive director or operations director available?
INTRODUCTION
YOUHi [Name] — I specialize in insurance for museums and cultural institutions. Museums have some really unique coverage needs — fine arts and collections coverage, visitor liability, special events, volunteer coverage — that standard commercial policies often handle poorly. When does your current coverage come up for renewal?
BRIDGE TO POLICY REQUEST
YOUThe two things I always want to check first are how your collections are insured — whether it's agreed value or actual cash value, and whether traveling exhibitions are covered — and your general liability for visitor incidents. Would you be open to letting me take a look at what you have?
Collections coverage is almost always the hook with museums — agreed value vs. ACV is a huge deal for them.
THE CLOSE
YOUWhat's the best email? Full policy is ideal — if that's hard to get together right now, even the dec page lets me start the comparison.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUNo problem. Would a 20-minute intro call make sense? I'd love to walk through how Lamb approaches cultural institutions differently — we're not a generalist broker and I think you'd find the conversation worthwhile. Would [day] or [day] work?
OBJECTION HANDLERS
Our collections are insured separately
That's common — and it's worth making sure there are no gaps between your collections policy and your general commercial policy. Those gaps are where claims fall through.
We're a small museum, limited collection
Size doesn't change the exposure — one visitor injury or a damage claim on even a modest collection can be significant. It's worth making sure you're covered right.
INDUSTRY INTEL
- Fine arts / collections coverage: agreed value vs. ACV is the critical question — always ask
- Traveling exhibitions create coverage gaps — objects off-site often aren't covered by standard policies
- Visitor liability for interactive exhibits and events can be significant
- Volunteer coverage is important — many museums are heavily volunteer-staffed
- Ask if they rent their space for private events — this creates additional liability exposure
🏥 NURSING & REHAB FACILITIES Script
OPENER
YOUHi, this is [Your Name] with Lamb Insurance. I work specifically with nursing facilities and rehab centers — is the administrator or CFO available?
INTRODUCTION
YOUHi [Name] — I specialize in insurance for nursing and rehab facilities. This is one of the most complex lines in commercial insurance — professional liability, workers' comp for nursing staff, abuse coverage, and the general liability around resident care all need to work together perfectly. I've seen a lot of facilities that look covered on paper but have serious gaps when a claim actually hits. When does your current coverage renew?
Lead with credibility — nursing facility admins deal with insurance complexity daily and will respect someone who knows the space.
BRIDGE TO POLICY REQUEST
YOUThe areas I always focus on first are your professional liability limits relative to your census and acuity level, your workers' comp experience mod for nursing staff, and whether your abuse & molestation coverage is standalone or just a sublimit. Would you be open to letting me take a look at what you have?
THE CLOSE
YOUWhat's the best email? Full policy is the most useful — if that's a lot to pull together right now, even the dec page gets me started on a comparison.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUUnderstood. Would a 20-minute call work? I'd love to walk through how Lamb works with nursing and rehab facilities specifically — we're not a generalist broker and this is a space we know well. Would [day] or [day] work for you?
Nursing facility admins are used to vendor calls — the specialist angle is your biggest differentiator. Emphasize that you understand census, acuity, and staffing.
OBJECTION HANDLERS
We're part of a larger system / chain
That's really common — and those umbrella policies can sometimes leave individual facilities underprotected. Do you know how your facility-level coverage breaks down within the larger policy?
Our rates are already very high
I hear that a lot in this space. We have specialty markets that work specifically with nursing facilities — they price based on your safety culture and protocols, not just your claims history. Worth a look.
We have an in-house risk team
Perfect — I'd love to connect with them. We work alongside risk teams all the time and often bring market access they don't have directly. Can you introduce me?
INDUSTRY INTEL
- Professional liability limits should be benchmarked against census size and acuity — low limits are a major red flag
- Nursing staff WC is one of the most expensive lines — injury prevention programs can significantly affect mod
- Abuse & molestation as a standalone coverage vs. sublimit is a critical distinction
- Ask about their survey history — CMS deficiencies affect underwriting
- Cyber liability is increasingly important — nursing facilities hold significant PHI under HIPAA
⚽ RECREATIONAL SPORTS ORGANIZATIONS Script
OPENER
YOUHi, this is [Your Name] with Lamb Insurance. I work with recreational sports organizations and leagues specifically — is the director or whoever handles your insurance available?
INTRODUCTION
YOUHi [Name] — I specialize in insurance for recreational sports organizations. Rec sports has some specific exposures that a lot of standard policies don't handle well — participant accident coverage, coach and volunteer liability, facility use agreements, and abuse & molestation coverage if you're working with youth. When does your current policy renew?
BRIDGE TO POLICY REQUEST
YOUThe first things I want to look at are whether you have participant accident coverage — so injured players have somewhere to turn beyond your general liability — and how your policy handles volunteer and coach liability. A lot of rec sports orgs have gaps there. Would you be open to me taking a look?
THE CLOSE
YOUWhat's the best email? Full policy is ideal. If that's hard to pull right now, even just the dec page gets me started.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUNo worries. Would a 20-minute call work? I'd love to walk through how Lamb works with rec sports organizations — we know this space well and work differently than most brokers. Would [day] or [day] work for you?
OBJECTION HANDLERS
We make everyone sign a waiver
Waivers are great — but they don't hold up in every state and they don't protect you from volunteer or coach liability claims. They're a layer of protection, not a replacement for proper coverage.
We use the parks department's insurance
That policy protects the parks department — it may not extend full protection to your organization as an independent operator. That's worth clarifying before a claim happens.
INDUSTRY INTEL
- Participant accident coverage is often missing — it fills the gap when injured participants sue
- Coach and volunteer liability is a separate exposure from general GL — many policies exclude it
- Youth sports create abuse & molestation exposure — always ask if they work with minors
- Facility use agreements often require specific coverage and additional insureds — check compliance
- Tournaments and special events may require separate event coverage
⛪ RELIGIOUS ORGANIZATIONS Script
OPENER
YOUHi, this is [Your Name] with Lamb Insurance. I'm looking to speak with whoever handles the insurance for the organization — is that the pastor, or is there a business administrator?
INTRODUCTION
YOUHi [Name] — I specialize in insurance for religious organizations and houses of worship — churches, mosques, synagogues, and faith-based nonprofits. The reason I'm reaching out is that religious organizations have some really unique coverage needs — property coverage for the sanctuary, abuse & molestation liability, coverage for community programs and events — and a lot of congregations end up with policies that weren't designed for what they actually do. When does your current policy renew?
BRIDGE TO POLICY REQUEST
YOUI'd love to take a look at what you have. The two things I always want to check are your property limits — to make sure the building is insured to replacement cost, not just market value — and your abuse & molestation coverage, especially if you run any youth programs or counseling. Would you be able to forward your full policy so I can do a thorough review?
Property underinsurance and abuse coverage gaps are the two biggest issues for religious orgs — always lead with these.
THE CLOSE
YOUWhat's the best email? If you're able to forward over your full policy that's perfect — it lets me do a complete review and show you exactly where you stand. If you don't have it handy right now, even just the dec page gets me started and I can go from there.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUNo problem at all — I completely understand. In that case, would it be worth setting aside just 20 minutes for a quick call? I'd love to walk you through how Lamb operates and why we work differently than most brokers — we specialize specifically in organizations like yours, and most people find it pretty eye-opening. It's not a sales pitch, just a conversation. Would [day] or [day] work for you?
This is your Tier 3 close — never leave a call with nothing. A scheduled meeting is almost as good as a dec page because you now have a committed touchpoint. Always offer two specific days, not "sometime next week."
THEM(Agrees to meeting)
YOUPerfect. I'll send a calendar invite to [email] — and feel free to have anyone else from your team join who deals with your insurance. It'll be 20 minutes, I'll cover what makes Lamb different, and we can talk about your specific coverage from there. Looking forward to it.
Before the meeting: research the org, pull up their industry, know 2-3 specific coverage gaps common to their type. Come in as an expert, not a salesperson.
OBJECTION HANDLERS
We've been with the same company for years
That's great loyalty — I'm not here to disrupt that. I just want to make sure you're getting the best value. A lot of long-term policyholders find their coverage has drifted out of alignment with their current needs.
We use a denominational program
Really common — and those programs can be great. But they don't always offer the most competitive pricing or broadest coverage. Worth doing a comparison just to know.
Our building is old / historic
That's actually really important — historic structures are often undervalued on standard policies because replacement cost is much higher than market value. That's exactly the kind of thing I'd want to flag for you.
INDUSTRY INTEL
- Property replacement cost vs. actual cash value is a major issue for older church buildings
- Sexual misconduct / abuse & molestation coverage is essential — especially for youth ministry
- Many churches run food pantries, counseling, daycare — each adds liability exposure
- D&O coverage is often overlooked but important for church boards
- Ask if they rent out their space — creates additional liability many policies exclude
💊 SUBSTANCE ABUSE TREATMENT ORGANIZATIONS Script
OPENER
YOUHi, this is [Your Name] with Lamb Insurance. I specialize in working with substance abuse treatment and behavioral health organizations — is the executive director or administrator available?
INTRODUCTION
YOUHi [Name] — I work specifically with substance abuse treatment providers and behavioral health organizations. This is one of the more complex and harder-to-place lines in commercial insurance — professional liability for clinical staff, abuse coverage, workers' comp for behavioral health workers, and making sure your policy actually covers the treatment modalities you're using. A lot of providers find out their policy has gaps only after a claim. When does your current coverage renew?
Substance abuse treatment orgs often struggle to get coverage at all — positioning yourself as a specialist who can actually place them is a huge differentiator.
BRIDGE TO POLICY REQUEST
YOUThe main things I focus on are your professional liability limits for your clinical and counseling staff, whether your policy covers the specific treatment services you offer — including any MAT programs — and your abuse & molestation coverage. Would you be open to letting me take a look at what you have?
THE CLOSE
YOUWhat's the best email? Full policy is most helpful — if that's difficult to pull together, even just the dec page is a solid starting point.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUTotally understand. Would a 20-minute intro call work instead? I'd love to walk through how Lamb specifically serves behavioral health and substance abuse providers — we work very differently than a generalist broker. Would [day] or [day] work for you?
These orgs often feel like they can't get good coverage — the meeting is a great opportunity to show them what's actually possible.
OBJECTION HANDLERS
We've had trouble getting coverage in the past
That's exactly why I'm calling — we have specialty markets that specifically write substance abuse treatment. They understand your exposures and don't penalize you the way standard carriers do.
We're CARF / Joint Commission accredited
That's great — accreditation actually works in your favor with the markets I work with. It demonstrates quality of care and can help with both coverage and rates.
Our rates are really high already
That's really common in this space on the standard market. The specialty markets I work with price differently — they look at your accreditation, clinical protocols, and outcomes, not just the class code.
INDUSTRY INTEL
- Professional liability for licensed counselors and clinical staff is critical — verify it's in the policy
- MAT (medication-assisted treatment) programs create additional professional liability exposure
- Abuse & molestation coverage is essential for residential programs
- HIPAA / cyber liability is significant — substance abuse records have extra federal protections (42 CFR Part 2)
- Ask about their accreditation (CARF, Joint Commission) — it positively affects underwriting
- Residential vs. outpatient creates very different exposure profiles — know which they operate
🏃 YOUTH SERVICES Script
OPENER
YOUHi, is the executive director or program director available? This is [Your Name] from Lamb Insurance — I work specifically with youth-serving organizations.
INTRODUCTION
YOUHi [Name] — I specialize in insurance for youth services organizations — after-school programs, mentoring, summer camps, youth development nonprofits. The reason I'm calling is that youth-serving orgs have some very specific liability exposures — abuse & molestation, volunteer liability, field trip coverage — that a lot of standard commercial policies don't adequately cover. When does your current coverage renew?
BRIDGE TO POLICY REQUEST
YOUI'd love to take a quick look at what you have — specifically your abuse & molestation limits and your volunteer coverage. I've found a lot of youth orgs are either missing those entirely or have limits that are way too low for the exposure they're taking on. Would you be able to forward your full policy so I can do a proper review?
THE CLOSE
YOUWhat's the best email? If you can forward your full policy over that's the best way for me to do a proper review — that way I can flag any gaps and give you a real comparison. If you can't get to it right now, even just the dec page is a good starting point.
IF THEY WON'T SEND THE POLICY — SCHEDULE THE MEETING
YOUNo problem at all — I completely understand. In that case, would it be worth setting aside just 20 minutes for a quick call? I'd love to walk you through how Lamb operates and why we work differently than most brokers — we specialize specifically in organizations like yours, and most people find it pretty eye-opening. It's not a sales pitch, just a conversation. Would [day] or [day] work for you?
This is your Tier 3 close — never leave a call with nothing. A scheduled meeting is almost as good as a dec page because you now have a committed touchpoint. Always offer two specific days, not "sometime next week."
THEM(Agrees to meeting)
YOUPerfect. I'll send a calendar invite to [email] — and feel free to have anyone else from your team join who deals with your insurance. It'll be 20 minutes, I'll cover what makes Lamb different, and we can talk about your specific coverage from there. Looking forward to it.
Before the meeting: research the org, pull up their industry, know 2-3 specific coverage gaps common to their type. Come in as an expert, not a salesperson.
OBJECTION HANDLERS
We're a small org, don't need much
That's actually where the risk is highest — smaller orgs often have the least coverage and the most exposure. One incident with a minor can be financially devastating without the right policy.
We have volunteers, not employees
Volunteer liability is separate from WC — and it's one of the most commonly overlooked exposures for youth orgs. Do you know if your current policy includes volunteer coverage?
INDUSTRY INTEL
- Abuse & molestation is THE critical coverage — always ask about it first
- Background check policies and safeguarding procedures affect underwriting — ask about them
- Field trips and off-site activities create auto and general liability exposure
- Many youth orgs run summer programs — make sure coverage is year-round
- Volunteer-to-youth ratios matter to underwriters