Telemarketing Script

Look...All I did was ask a simple question. There was no need to be rude and condescending to someone that you don't even know. If you don't agree or wasn't willing to help, don't respond. Seriously I hope you have a nice New Year and good luck!!

Well, you can't help the world.

Here's the thing: If I was teaching agents in a live classroom setting, I'd still be asking the class the exact same things. My job would be to get you to THINK. I used ALL CAPS to place emphasis on certain words as I would speak to others, not necessarily for derogatory reference.

Now, if we THINK about the business model, we know that "if we live by price, we will die by price." That means that you have to offer something in addition to a low quote.

Perhaps a complete insurance audit to ensure that they really have all the coverage they should have?

Your telephone 'fact-finding' was limited to 3 questions... and I doubt that's good enough. I'm SURE that in the past 20 years, you have a story where you found a gap in coverage and got it taken care of just in time right before such a loss occurred. And people like that become clients for life. THAT is the value you bring - expertise.

If you limit yourself to being a "quote monkey" (while a derogatory term used on purpose, it's not specific to you but to anyone who just 'telemarkets' and quotes without a fact-find), then your clients MISS OUT on YOUR expertise. And if you leave it to someone else to telephone them, they *may not* do the same complete job as you do.

These are my thoughts. Promote your expertise and NOT just 'money savings', because you simply don't know if the coverage they have right now is adequate enough.

----------

It's certainly not unique. I know Liberty Mutual has a sales center as does Allstate Insurance. The agent brings in the lead and the inside company person closes the deal for a cut of the commission. I kow both companies are trying to grow that part of their operation. I'm assuming other companies out there do the same thing.

If I had a guess as to why, I would assume they can't afford to have boots on the street. (Plus I'm pretty sure the agency force of Liberty and Allstate would have a fit if the company sent people into the agent's territory) I would assume most of the company leads come from face to face contact with the agent. I am not certain how it works. I've been tempted to look further into it.

Would it be worth it to me to lose 25-50% of the commission if I didn't have to do all the paperwork? I could certainly cut back on staff if I had a book of business run through a sales center...

Interesting stuff these days.

I don't doubt it one bit. On the life side of the business, there are plenty of agencies that do things rather similarly - except the paperwork I think.

What I've been trying to emphasize is that the relationship comes first. THEN you bring in a "specialist" as needed.

Otherwise, you're just a commission-based telemarketer that generates leads... and there's no additional value to the client being created. Which, I believe, would lead them to be swept away by the next telemarketer that calls with a similar offer.

No relationship = no client. Just a policyholder.
 
Good point Bob. What it does, the agent is you don't have the burden to pay additional staff. Guide One also does it, however I think Met does it real well. As I spoke with one agent in Louisville he writes 100k a month in premium of course he has to give up 2 or 3% commission but it puts money back into his agency and he can focus on personal lines. Additionally they close on average 40% with 90% retention. I was asking about the telemarketing script just to get further ideas...But my friend in this post just assumed this all I want to do. I do go out and visit some, those I still set the expectation that someone will call. This call btw is from the company themselves ie CNA, Zurick or whomever. My underwriter determines the best fit and send it to the company. Again would I rather pay someone, payroll, insurance and so on or give them a %. Its a no brainer....And we have had success!!
 
As I spoke with one agent in Louisville he writes 100k a month in premium of course he has to give up 2 or 3% commission but it puts money back into his agency and he can focus on personal lines. Additionally they close on average 40% with 90% retention.

You should be picking that guys brain (and of course reporting back here). Sounds like he knows what is going on. I wonder if I couldn't be a lot more profitable with small business if I did this?
 
Its about numbers...Going into the New Year we are going to do things a bit different. I appreciate DHK for his input. Bob if you are interested send me a note, I will tell ya who to hook up with.....
 
Back
Top