3 Reasons Your Insurance Cross Sales Are Not Closing
If you struggle with your insurance cross sales closing, you’re definitely not alone. We see this all over our industry: agents who do a ton of quoting, but not nearly as much closing. In order to be a Ridiculously Amazing Agent in 2021, you need to make sure you’re actually closing on those quotes you give. Here are the top three reasons why you might be struggling with your insurance cross sales closing, and what to do about it
“The reason we want to track this is we often see that there’s a lot of quoting going on but not always a lot of closing. And I wanna walk through the top three reasons, your cross sales may not be closing.” (:34)
1. You’re emailing the quote.
This is a very common practice, but it may be holding you back in the long run. Emailing a quote is very efficient for the agent, but it’s much less efficient for the client, because they’re going to end up having a lot of questions. This will lead them to look at the price, and have a lot of back and forth. If we’re focusing on outcomes, instead of tasks, the best outcome is actually selling the policy. Here are two ways to tackle this problem: first, try to quote over the phone, to keep them engaged. Second, if you’re not able to quote over the phone, focus on setting an appointment, instead of delivering the quote itself.
2 .There’s no follow-up
After you deliver a quote, you should have a follow-up procedure in place. There should also be a follow-up system if you can’t get a yes. When following up, you want to reach out every two to three days, for about two weeks. After that, you can initiate what we call “the breakup,” where you tell a prospect you’re going to close their account. You’ll probably find that at that point, you have prospects who peak their heads back out, interested in what you have to offer.
3. You’re giving annual quotes
When you’re giving quotes, you definitely want to break down that number into monthly figures. If it’s a policy that’s $240 a year, for example, you want to break it down into $20 a month. Spending that much a month will sound dramatically different than hundreds of dollars a year.
If you’re looking to increase your insurance cross sales, you need to start by tracking your cross sales quote to close ratio. We specialize in tracking this figure, especially during our Apex Program. Contact us today to learn how we can help you become a Ridiculously Amazing Agent in 2021.
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