Insurance sales at new business pdf

Wednesday, July 2, 14

Take A Look...

Today we’re talking about your New Business Process

This includes everything you do when you write a policy for a new client

Do you have a written system? Or do you wing it? Does your entire office follow the same procedures?

If you’re not sure, take some time to check in with staff and find out.


Create A System

Once you know what you’re doing, improve upon it!

Write down EVERYTHING you think should be done.

Include: documents to sign, files to make, scanning, thank you cards, etc, etc.

This is different for every agency, so make it your own.

Let’s talk about 5 important things to include...but first, the checklist itself.


The Checklist

Once I developed my system, I made it into a checklist.

EVERY new client had a printed checklist stapled to their file while it was being processed. (Make it paperless if needed)

Employees must sign off on the checklist.

I randomly audited these files each month to make sure it was all getting done.

Result: Consistent sales and follow ups!


1. Multi-Line

Did you include a quote for home insurance if you sold the auto?

Did you clearly show the client the potential savings?

You could even require your staff to include notes on why the client wasn’t interested.

You could include adding a follow up date to the calendar to discuss this line of business at their renewal.


2. Referrals

Did you share your Referral Rewards program?

Include business cards in their packet of information?

What else can you do to share your referral program?


3. Cancel Old Policies

Don’t let the client call their old agent! Take care of it for them if possible. This is great service, saves them time, and keeps them from possibly going back.

Print a form letter and fill in their old policy number, name, etc and have them sign the letter requesting to cancel.

Then have YOUR staff fax it to that office and get it done for them.

Put the reminders in your checklist.


4. Future OpportunitiesWhat other potential sales opportunities do you have with this client?

Do they own a business?

Have a boat?

Plan to buy a home next year?

Make notes on the client so you can provide better protection and reach out on future renewals. (Beyond just their auto/home lines.)


5. Life Insurance Sales

I always recommend including a term life quote with EVERY sale!

You just never know who needs life insurance and when.

Include a basic print out quote and offer to set an appointment to discuss further.

Put this reminder in the checklist.


Plus..You Look PRO

See how much you get done when it’s planned?

Plus, you’re going to look like a pro! Clients trust professional agencies who have everything well organized. (They refer them too!)


Get More Clients Online

Ready to get more clients locally and online?

Join my Insurance Marketing System for only $37 per month!

Visit www.agencyupdates.com and click Insurance Marketing System at the top to get all the details!


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Economy & Finance

Insurance sales at new business pdf