Do you work your book of business?

[Jeffrey_G]

I do, vigorously and with deliberate intent.

It's an important part of the trusted advisor relationship. Otherwise, youre just hawking policies like a one-hit wonder.

... and leaving not only money on the table, but the door open to a competitor to come in and cover the bases you neglected.

Stay on it. CALL them. Drop in on them. I average at least 3 policies per household.

It also dramatically cuts down on the working curve, namely prospecting and travel. Reduces lead expense dramatically. Finally, youre much more likely to score reliable referrals that way.

 

[WinoBlues]

We are 2 1/2 file cabinets into or scanning.

Bump

Finished the 4th today. Maybe two drawers worth more. Another 9 large plastic totes to the shredders.

Many of these files had multiple policies and insureds years worth of information. A real cluster
What a job.

 

[sman]

Bump

Finished the 4th today. Maybe two drawers worth more. Another 9 large plastic totes to the shredders.

Many of these files had multiple policies and insureds years worth of information. A real cluster
What a job.

You may have addressed this in the thread, but I'm too lazy to read the entire thread. What are you using to scan the documents? I've been considering doing this, but man that task is daunting.

 

[Newby]

I can tell you from the amount of calls I get every week from carriers of policy owners that want to by more coverage on themself or a spouse that contacting current policy owners is smart. They only call the carrier because the agent has not contacted them in years.

The best responding card I did as an agent was a pre-birthday card. I used Send Out Cards to mail them a card a month prior to their birthday. It read something like this:

Myrtle,
I wanted to be the first to wish you a happy birthday!

I know I'm way early. But I do that so I can remind you that if you are considering adding any additional coverage to your life insurance or if you want to re-shop your Medicare Supplement, call me right now so we can shop it and lock in your rates BEFORE your birthday which will save you a little more money each month.

I'm always available for you. Call me anytime. And if we don't talk before next month, again have a wonderful birthday!

Sincerely,

Newby
Your Insurance Agent
(456) 555-1212

 

[WinoBlues]

You may have addressed this in the thread, but I'm too lazy to read the entire thread. What are you using to scan the documents? I've been considering doing this, but man that task is daunting.

The scanner = Fujitsu scansnap Ix1500. It is a one pass duplexing machine. Pretty quick.

My wife did the work. She has helped me in my business for years. My files were a total mess with notes everywhere. Many with multiple insureds over 10, 20, or more years.

A lot of work but so happy it is done. Should have done it years ago.

I did start last year doing desktop files on new cases. So as I worked through a case I just dropped a copy into a file. I would scan my handwritten notes to the file. Then I drop it into the Drive file.

Still need to do some dead files and personal files. But with this scanner it is pretty easy.

 

[DS4]

We are 2 1/2 file cabinets into or scanning.

boy, can I relate to that! Took us 18 months to scan 14, 4 drawer filing cabinets. I've generated quite a bit of paper since 1978. I still do 100% paper apps though.

 

[WinoBlues]

14!?!

Same, got a paper app back in the mail yesterday. But scanned it, uploaded it to the company and a copy to my desktop file untill issued then dropped in the shredder.

Loading up 8 more crates this morning to the shredder's.. 14 cabinets, had to be a ton of paper. Not counting just the recycle.

 

[WinoBlues]

I can tell you from the amount of calls I get every week from carriers of policy owners that want to by more coverage on themself or a spouse that contacting current policy owners is smart. They only call the carrier because the agent has not contacted them in years.

The best responding card I did as an agent was a pre-birthday card. I used Send Out Cards to mail them a card a month prior to their birthday. It read something like this:

Myrtle,
I wanted to be the first to wish you a happy birthday!

I know I'm way early. But I do that so I can remind you that if you are considering adding any additional coverage to your life insurance or if you want to re-shop your Medicare Supplement, call me right now so we can shop it and lock in your rates BEFORE your birthday which will save you a little more money each month.

I'm always available for you. Call me anytime. And if we don't talk before next month, again have a wonderful birthday!

Sincerely,

Newby
Your Insurance Agent
(456) 555-1212

Good stuff.

My best was various versions of a reply card with check boxes to questions like [] are my Beneficiaries worded correctly? [] what are the guarantees? [] I have a question about a different policy I have?

I have run across many of these in the files.

One of my direct contract company sends me orphan request regularly.

Seems an IMO would be wise to forward those to an agent like me. I love orphan service request. I am not tricking or bum rushing them at the door. They are asking me to please help them.

 

[Tahoe Ray]

Not counting just the recycle.

Recycle?

Dayton told me he just dumps them all in the Sacramento river.

 

[WinoBlues]

Recycle?

Dayton told me he just dumps them all in the Sacramento river.

In his Prius?