- Thread starter
- #41
G
Guest
Guest
It's funny you said that, most people just call me Liano, sometimes they think it's my first name.
It's funny you said that, most people just call me Liano, sometimes they think it's my first name.
- 943
Funny, most people call me Ramirez... They think its my first name.
- Thread starter
- #43
G
Guest
Guest
- 9,744
Or "Hanley" for our beisbol amigos in Florida Sur...
The short answer is 'ask'...
The real answer is to show the value of having it combined with me, rather than spread out all over.
A classic case of someone from a car dealer referral, usually not a great driving record, a bit on the younger side, etc.
Run the quote as they present the situation (i.e., the car they are buying only, nothing else).
Run a second quote with the cars that I got from the clue report.
Run a third quote with a renters policy added (and maybe a life policy).
Present the first quote, and then say "Wow, that's to much money, let me see if there is something I can do". Talk to them about multi-car discounts, pull out the second quote, and then say "You know, I think I can do better", and pull out the 3rd quote.
Almost always get 3 policies written. Now, this isn't necessarily any more premium or commission than I started with when I had only one car, but, I showed the client it's about value, being better insured, not just $$$$.
Then I use the line, "My job is to know the rules and to use them in your favor to get you the best rate possible".
They may go shop this, they won't get a better rate for everything combined (they would have for the single car by itself, maybe). Client for life, or at least till the next renewal.
Dan
- 608
chp, I havent read the entire thread, but it sounds like you sell mostly health. We sell mostly life, but entirely over the phone. There have been some great suggestions here. One thing I learned was that the agents that took their in person presentation and did the same thing over the phone, failed. The entire presentation needs to be restructured when selling over the phone. You loose the visual clues you get and send when face to face. After years of experience, we have learned the common objections and overcome them in the presentation before they come up.
Trial closes, ask for action and close. Each will give you a green light to the next or give you an opportunity to uncover and address a previously hidden objection. But, you have to lead them.
Trial closes, ask for action and close. Each will give you a green light to the next or give you an opportunity to uncover and address a previously hidden objection. But, you have to lead them.
Thanks ims01, you are right. In person with a good lead I have a high closing rate. On the phone, I cant see the visual clues. I will have to work on it!! I had two presentations last night, one cancelled, the other one I did not close, but looks like I might in a few days. I just ran another appointment this morning, in person, and closed it on the spot.
Thanks again everyone for your help!!
chp
Thanks again everyone for your help!!
chp
I believe you are an independent agent. Correct me if I'm wrong. Do you have a company that offers a discount on the life insurance if you sell them an auto policy? We don't have that option and in fact it seems like more and more of our P&C companies are getting out of the life biz.
Great 'out-of-the-box' idea though.
- 10,275
Met offers a discount if you have life with them. Met group rates are outstanding.
- 1,641
Just a moral compass.
Similar threads
