Do you work your book of business?

[billyb]

Decided to send a letter to all of my term clients. Attached a database page with address, phone,etc. Asked them to update me with a phone call. I am getting several calls a day, most wanting quotes. Only sent out 100 letters thus far so more to come.

 

[WinoBlues]

Decided to send a letter to all of my term clients. Attached a database page with address, phone,etc. Asked them to update me with s phone call. I am getting several calls a day, most wanting quotes. Only sent out 100 letters thus far so more to come.

Nice.

Keep us updated.

It would be interesting to see what the return on investment is.

 

[Tahoe Ray]

Decided to send a letter to all of my term clients. Attached a database page with address, phone,etc. Asked them to update me with a phone call. I am getting several calls a day, most wanting quotes. Only sent out 100 letters thus far so more to come.

I applaud you for doing this.

Everyone is all about "leads, leads, leads" but you already have them.

Once you're over 2k clients, there are more than enough cross-sells and referrals to run your business and make serious money.

Nice job!

 

[billyb]

I talked to an agent today who said that I should try to roll some of my hundreds of MS clients that I no longer get paid on. Hard to move clients when their policy is still competitively priced. UHC nows pays a long term renewal on new business but not on those hundreds of policies I wrote years ago.

 

[WinoBlues]

Everyone is all about "leads, leads, leads" but you already have them.

 

[DonP]

I return all client calls within 2 hrs no matter what . Had a Mapd client leave a message about a drug not covered . Called her back and it was the drug should cost less . I explained everything to her and she asked " do you sell final expense ?" Well yes . I'm going to write her and husband . Every person that calls for service I now say . " Jane you see what kind of service I provide . You surely have friends and family that need help with their burial . I'd appreciate it if you'd tell them how much I've helped you and I'd love to help them " I send a $15 gift card ( all you can do for mapd )to all people who provide referrals. It really keeps them rolling. That's why you need automation to do texts and ringless voicemails ti customers . Also on birthdays In addition to birthday cards send a happy birthday automated text .

 

[WinoBlues]

Hard to move clients when their policy is still competitively priced

Do they know or remember that you also provide X,Y & Z?

 

[Tahoe Ray]

" Jane you see what kind of service I provide . You surely have friends and family that need help with their burial . I'd appreciate it if you'd tell them how much I've helped you and I'd love to help them "

I love this approach.

It can be hard for people just to manifest names though. Even friends and family.

I was taught to put them somewhere where they know somone and can visualize that person and then give you permission (or the info) to contact them.

Jane, you told me that you go to church on main and oak, do you know anyone there I can help? Maybe I could come by after service and buy you and those folks another cup of coffee.

Jane, you listed Mike as your beneficiary, do you mind if I give him a call and let him know? I can also see if he can benefit from what I've done for you today.

Jane, you play mah jongg every week and lose your entire social security check to your friends. You constantly NSF the policy that I've written on you three times now. Can you please introduce me to your old lady gambling cartel so that I have a hope of keeping some of these polices in force?

Maybe I wouldn't use the last one but it does help to frame when asking for referrals.

 

[WinoBlues]

That's why you need automation to do texts and ringless voicemails ti customers . Also on birthdays In addition to birthday cards send a happy birthday automated text .

Text and email are very important to me. I really should look at automation. That would save do much time and allow me to work when I want. Good suggestions. I couldn't put a percentage on it but the majority of my seniors text to some degree.

Jane, you listed Mike as your beneficiary, do you mind if I give him a call and let him know? I can also see if he can benefit from what I've done for you today.

Beneficiary is a big one for me also. Then I move on to their in laws and the beat go on.

 

[goillini52]

I couldn't put a percentage on it but the majority of my seniors text to some degree.

I've been surprized at how many of my senior customers text me with questions. It's also a more convenient way to communicate for them too.