Any Inde Home Ins Agents Killing It X-selling Life?

[jemelton]

I just don't get it.....I work at a P and C agency and I am the "life agent" People "see" us as a P/C agency and don't really make the connections as you would expect that we do life insurance.


It is a mentality that I am trying to change...........


Our women CSRs have nothing to do with and know nothing about life insurance.


We are starting a new system that once the CSR has called and given a quote to someone, I call them and ask them if they knew that we did life insurance.

If nothing else, this will get some low dangling fruit that at least trusted us enough to call in for a home and/or auto quote.

Anyone have any ideas or thoughts?

 

[VolAgent]

Too passive.

"Mr. client, so that takes care of your home and auto. Any questions? No, great. By the way, we recently added JMelton to our staff, a life specialist. Would you prefer he call you this afternoon or tomorrow morning to discuss reviewing your life insurance?"

Or whatever floats your boat, but get more aggressive. CSRs are use to being passive and waiting for call ins, trust me.

 

[jemelton]

Too passive.

"Mr. client, so that takes care of your home and auto. Any questions? No, great. By the way, we recently added JMelton to our staff, a life specialist. Would you prefer he call you this afternoon or tomorrow morning to discuss reviewing your life insurance?"

Or whatever floats your boat, but get more aggressive. CSRs are use to being passive and waiting for call ins, trust me.

The CSR's are quoting machines that know something about insurance. If they get a lower price, they write the account. After the sale, they provide service to the customer.

We have had bad luck with CSR's transitioning like you just mentioned (I'm not the boss so I can't make them)

Thats why I am personally calling all quotes and new policies that we write....

 

[briko3]

We're in the protection business. I see we have your home and auto covered, but I don't see that you have your most important asset protected. (wait for them to talk)

Up comes death and disability.
- - - - - - - - - - - - - - - - - -
(That is just a guess since I don't do P&C, but that would be my initial thought)

 

[padthaiforlunch]

I think it can be a great transition if done correctly. Something like the 100 man story can be used to create need and solution without talking price.

If they have 20-year term, you can get them a wl policy with a shorter term for the same price. Why? Well, that's where learning to sell life comes into play.

 

[1manshow]

what's up with that avatar?

My life/health gal follows up with every new P&C client after about 30 days. Simple call, introduction, offer to mail out our Consumer Awareness Guide on life insurance ...many times leads into sales opportunity. She averages 10 life apps/month from this activity alone out of about 60 calls. Seals the deal on retention as well...they buy life ins. ....they never leave

 

[FL P&C Broker]

what's up with that avatar?

My life/health gal follows up with every new P&C client after about 30 days. Simple call, introduction, offer to mail out our Consumer Awareness Guide on life insurance ...many times leads into sales opportunity. She averages 10 life apps/month from this activity alone out of about 60 calls. Seals the deal on retention as well...they buy life ins. ....they never leave

What is she sending them? Just a basic consumer guide for life insurance?

 

[Bertolinoins]

We write most of our term through a company called quicklife. It is a quick and easy way to sell term. It takes you out of the UW and paramed business so you can actually write small term profitably. You give the client a rough quote based on what you know (age, etc) and then take them through a quick online application and submit it. Quicklife pretty much takes it from there and gives you progress reports so you know when to check in with the prospect to make sure they follow through. I don't put a lot of effort into selling life unless it is a nice estate planning case, but this program made it worthwhile to cross sell our PL clients. You can make a little higher split using other MGA's but they make you do all the work. It seems like this way keeps your clients on track because they are not having any personal conversations with you one on one. Many clients would rather not discuss personal medical history with somebody they know well and deal with for other business issues but they will disclose it to some random guy over the phone that they will never see or talk to again.

We include a 20 year term life quote with every home or auto quote. People are shocked how cheap it is and it starts the conversation... at which point you can start selling. I wouldn't say we are "killing" it but we close a few a month.

https://www.quicklifecenter.com/howitworks.aspx