Why Don't P&C Agencies Like Life Ins Guys?

[djs]

Simply put, most P&C agents don't want anyone monkeying in their book. It's a lot more complicated than most imagine.

I sell life (not a lot, I'm mostly P&C), but for me, this comes up a lot with mortgage brokers. They want to market loans to my homeowner clients. Not a bad idea, but, it's almost impossible for me. A lot of my clients came from various mortgage brokers and I don't feel I'm free to have a different broker come in and solicit the account.

Same problem with life agents. How do I know you won't cross-sell my book something in competition to me, or, at some point, take a client of mine and refer them to a different P&C guy? For the little bit of money I'd make from the referral, it's not worth having my book raided. I've seen it happen.

P&C agents are asked all the time to allow someone to market their book for something. The answer is always no. From there, you need to build a relationship and some trust. Start with the simple, 'If you have a problem that I can help with, call me' type of thing and go from there. It will take time.

Dan

 

[NinjaNic]

Are you with QuickLife?

no, not with QuickLife
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Simply put, most P&C agents don't want anyone monkeying in their book. It's a lot more complicated than most imagine.

I sell life (not a lot, I'm mostly P&C), but for me, this comes up a lot with mortgage brokers. They want to market loans to my homeowner clients. Not a bad idea, but, it's almost impossible for me. A lot of my clients came from various mortgage brokers and I don't feel I'm free to have a different broker come in and solicit the account.

Same problem with life agents. How do I know you won't cross-sell my book something in competition to me, or, at some point, take a client of mine and refer them to a different P&C guy? For the little bit of money I'd make from the referral, it's not worth having my book raided. I've seen it happen.

P&C agents are asked all the time to allow someone to market their book for something. The answer is always no. From there, you need to build a relationship and some trust. Start with the simple, 'If you have a problem that I can help with, call me' type of thing and go from there. It will take time.

Dan

Thanks for taking the time to put this response together. It almost sounds as if I need to mold the P&C producer to actually "write" the cases without me--but using me as their IMO. I can provide all of the tools (if they are life licensed or not) and they can groom their clients. I have worked with several P&C agents that I have conferenced called their clients prospecting for life leads. They liked my process and now they have their CRSs doing it regularly. They cultivate a lead, pass it to me as their life department and I handle all the way through.

I guess it helps that I am not a PC guy and my IMO doesn't do P&C business...

Review this if you dont mind--it's a marketing letter to P&C agents clients...

Dear Client,

Nearly half of American households acknowledge they don't have the life insurance protection they need to ensure a secure financial future for their families and loved ones.

Are you one of them?

Even if you already have life insurance, we'd be glad to review your current circumstances and develop a policy to meet your specific needs. Whatever your situation, we can help you do the responsible thing for your family.

Give us a call today and discover how you can provide your family with peace of mind.

Regards,

Their Agent and Me (life producer)

This can be done in email, letter, postcard etc. Would a P&C agent do this type of communication with their client if they controlled it and not me? Let the clients respond to them directly and after a need for life insurance has been cultivated, the case can be transferred to me.

thoughts?

 

[Soaringagent]

great topic here!

 

[djs]

no, not with QuickLife
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Thanks for taking the time to put this response together. It almost sounds as if I need to mold the P&C producer to actually "write" the cases without me--but using me as their IMO. I can provide all of the tools (if they are life licensed or not) and they can groom their clients. I have worked with several P&C agents that I have conferenced called their clients prospecting for life leads. They liked my process and now they have their CRSs doing it regularly. They cultivate a lead, pass it to me as their life department and I handle all the way through.

I guess it helps that I am not a PC guy and my IMO doesn't do P&C business...

Review this if you dont mind--it's a marketing letter to P&C agents clients...

Dear Client,

Nearly half of American households acknowledge they don't have the life insurance protection they need to ensure a secure financial future for their families and loved ones.

Are you one of them?

Even if you already have life insurance, we'd be glad to review your current circumstances and develop a policy to meet your specific needs. Whatever your situation, we can help you do the responsible thing for your family.

Give us a call today and discover how you can provide your family with peace of mind.

Regards,

Their Agent and Me (life producer)

This can be done in email, letter, postcard etc. Would a P&C agent do this type of communication with their client if they controlled it and not me? Let the clients respond to them directly and after a need for life insurance has been cultivated, the case can be transferred to me.

thoughts?

As a P&C agent, the way to get me to have this conversation is by letting me cross-sell your book. Okay, chances are, you and I wouldn't have this conversation since I'll sell my clients life already, but, if I was strictly P&C, I'd want equal access.

Every agent is different. It never hurts to ask, just don't expect P&C agents to fall out of their chairs for this opportunity. We've heard it, and many others, many times.

Dan

 

[1manshow]

As a P & C guy, I agree with Dan. Too much risk, very little reward unless you show me that you can provide a source of new P & C leads/referrals.


What's a "baggy pants" life agent ?

 

[NinjaNic]

As a P & C guy, I agree with Dan. Too much risk, very little reward unless you show me that you can provide a source of new P & C leads/referrals.


What's a "baggy pants" life agent ?

I believe a "baggy pants" life agent is referring to the new agent that just sold 1 policy and leased a new Mercedes because this job will make them rich. Lacking experience etc...

As far as opening the book--it's adding a second service to your clients and paying you 50/50 for it--seems like a win win, but understand the downfalls now. thanks

 

[FLInsa]

Trust, Trust, Trust, Trust, Trust, Trust.

Did I say trust?

 

[insurance123]

Trust, Trust, Trust, Trust, Trust, Trust.

Did I say trust?

That's exactly right. I'm hesitant of a life guys sales techniques when he calls my clients. Not to mention you want to get a good life guy that will stick the first time. I hired a guy, he called some clients and then quit. Now, the new life guy that I hired is calling through the book again and clients are saying "you guys already called me about this". Not to mention the 2 policies that he sold I am now trying to service and the clients are wondering where their life agent went.
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Oh and I forgot.....most P&C guys view life guys as lazy.