What to Do When...?

[mmaedelins]

I just started in the business not too long ago and I have a question for you all...
What do you do when a potential client wants you to send them a hard copy of your quote so they can show their current agent (to see if he/she would be willing to match the price and additional coverage)?
How do you handle this so the potential client becomes yours even if his/her current agent can match your quote?

Thanks in advance!

 

[xrac]

I just started in the business not too long ago and I have a question for you all...What do you do when a potential client wants you to send them a hard copy of your quote so they can show their current agent (to see if he/she would be willing to match the price and additional coverage)? How do you handle this so the potential client becomes yours even if his/her current agent can match your quote? Thanks in advance!

Run do not walk and as fast as you can buy and read
The Wedge: How to Stop Selling and Start Winning by Randy Schwantz.

 

[mmaedelins]

Will do. But, in the meantime??

 

[DSInsurance]

I usually always send a hard copy, but I actually had the same issue a month ago and I sent it based on their request with my emphasis trying to focus on my services, and not price. In the end I did not welcome them aboard as a new client.

 

[GeminiGroup]

Melissa,
Do not get into this silly game with clients, you'll be chasing car bumpers your entire career.

Most people that want you to jump through hoops to "work" for "their agents" benefit will NEVER respect you or your time. They are TELLING you, they trust their agent and will most likely still give them the business, so you are de facto "working" for the other agent.
(The other agent, that will "find" the "problem" with your quote and conveniently "fix it" with a solution of his own (if he's ANY good) Thanks for help proving he is a life-saver/Superman, the end)


If you insist on riding this "bad horse"....
You've got to "stand" a client like this up:
"Sir, if your agent hasn't being attentive enough to your needs to know about _____...
1)Do you really want THAT person handling___
2)Don't you think it's time to look at someone new

Bottom line is you must disrupt the relationship, in order to steal the client from his current lover or you're just giving ideas for "them" to use in the bedroom.

I don't like selling in that environment but you asked how it works and that's the dirty, my dear.

(IMO find another prospect)

 

[VolAgent]

Odds are, you won't get this account. So I personally would be pretty blunt about it.

So let me get this straight. Your agent didn't bother to shop around and see what he could do to save you premium dollars while still getting quality coverage. So you asked me to do his work for him. Now that I have done the work, you want me to hand this over to you so you can give it to your existing agent? So basically, you want me to do your agent's work for no compensation? Did I sum this up correctly?

 

[djs]

I advise them that with insurance, rates are fixed, that, by law, there is no such thing as price matching, that the work is done by working for you, the client, to match you with the best carrier.

They deserve a hard copy of the quote, especially in commercial. The hard copy DOES NOT have to say who the carrier is though. Leaving the carrier off will make the other agent work a bit.

Truth is, they are not your client, the only way to even come close is to provide them a hardcopy of the quote. How many are you going to win without providing it? You've already done the work, might as well as give it to them. Make sure you include stuff about why working with you is important, such as shopping is an automatic thing every year, you don't have to find a competive bid to make you do your job.

Dan

 

[Full Throttle]

You already lost this one, they just haven't told you yet. I've been there before. Use it as a learning experience, if you don't qualify on the front end, you will do the work for free and lose it on the back end.

Before you ever quoted this one out, I would have asked: "Let's pretend I do the work, I research the best options and find a way to get you the same coverage for less money. What happens from there?" (shut up)

"Here's why I ask, I've been put in the uncomfortable postion before of doing a lot of work, showing people how to save money on their insurance program, but in the end, they had a close relationship with their current agent and they just implemented my program with the other agent. If I can save you money, are you able to give me the business?"

THIS WORKS! You'll be scared to say it the first time, but you will never go back. If you don't get the answer you want or it's vague ("I've worked with Fred for years and feel I owe him the last look."), then politely decline to quote it. You do not have a chance to win the account anyway. Mays well find out on the front end. If they give you the answer you want, now you can be more confident through the process. Yes, some will go back against their word, but most will not.

 

[xrac]

Odds are, you won't get this account. So I personally would be pretty blunt about it.

So let me get this straight. Your agent didn't bother to shop around and see what he could do to save you premium dollars while still getting quality coverage. So you asked me to do his work for him. Now that I have done the work, you want me to hand this over to you so you can give it to your existing agent? So basically, you want me to do your agent's work for no compensation? Did I sum this up correctly?

Do what VolAgent says. See where the conversation goes. You may want to decline to quote this based on the answer.

 

[Guest]

Send it, you might not have a chance, but you might.

If your rates are THAT much better than what they are paying now, they honestly might not believe that they are that much cheaper.

I have it happen when I quote against some captives, 2 cars, save them over $100 a month, the client will think you have removed some coverages or something.