Do you struggle to get your team to account round? Many agencies do but have no fear you can get to 8 account rounds per month per person if you try. Remember your team will focus on what you focus on. If you are tracking coaching and monitoring your account rounding opportunities great things will happen. We find too often that people put their heads down, do the work but miss so many opportunities. Here are 52 tips, one per week that will help your team connect the account rounding dots for success.
52 Account Rounding Strategies
- When you call people have the estimated savings ready on their current line with you.
- Share savings in annual dollar amounts. The bigger it looks, the more likely they will bite!
- Use electronic signature, people want the process to be easy.
- When you can, confirm information you can find online. Don’t require a copy of their current dec page. The less the client has to do the more you win.
- Remind clients in the event of a large disaster working with one agent is more efficient and effective.
- When pitching renters, remind people no one ever really trusts what their neighbors may be up to and in many instances renters is almost free!
- Don’t email quotes. Instead call/email the person to review their options.
- Ask for the business, don’t be shy! “Since I’ve been able to better protect you for a better investment how do you normally pay for your insurance so I can set up your payment structure.”
- Don’t ask to quote the other line, instead say “You’re missing a key discount, can I get a few pieces of information to investigate this for you?”
- Some people don’t want to “break up” with their current agent because it can be uncomfortable. Make sure you let them know you can handle all the paperwork.
- Ask, “When’s the last time you heard from your other agent?” Since most agents don’t call or email clients routinely, you’re putting a wedge between them and their current agent.
- If someone is hesitant, review the potential discounts/features that may apply to bringing over another line of coverage to their current carrier. Safe driver, vanishing deductible, accident forgiveness, etc.
- If you know they rent, have a renters quote handy and be ready to talk about. They only take a few moments to work up.
- If the client is with a direct writer make sure you remind them that you have the power of choice! You work with the best in your area to make sure they getting the best value.
- If the client is with a national direct writer (Geico, Progressive, etc.) remind them that $.68 of every dollar spent with a local business stays in their community.
- Always leave every account rounding call with a next time to connect.
- Believe that the client is 100% best served by having you and the agency as their agent. When you believe, you can convince people.
- Set expectations on when you will have a quote back to them. You will learn more about how interested the person is when you give them a timeline they agree to.
- Don’t leave pricing on voicemails, ask for a time to review options. This way you can ask for the sale!
- Wherever and whenever possible quote on the phone! You have them and they are interested. The more time/follow up the less likely you will sell them.
- When you get an account round tell people, it will help motivate and encourage the team!
- Don’t forget umbrellas! They should be talked about with everyone who has a youthful driver, pool, dog, trampoline, home parties and more.
- If the person is not interested now try to get their renewal date and current carrier so you can follow up.
- Remind the client that today is a great day to get started, waiting only delays your great service and savings.
- Ask the person why they aren’t interested. The more you know about their objection, the more you can overcome it.
- For someone hesitant on renters insurance, ask them to list everything in their living room. By doing some simple math on 1 room you can easily present the benefit to the client.
- Follow up, follow up, follow up. Keep going until you get a no. Your aren’t bothering them, you are reminding them that you want their business.
- Even for a younger driver living at home, you can still recommend life insurance. Remember it’s the least expensive it will ever be today.
- Watch the news for handy stories to use, people never think something will happen to them.
- Pitch having 1 billing cycle, by combining your home and auto you can be on the same billing cycle many times.
- Make the process seem as easy and seamless as possible. Avoid putting any unnecessary work on the client.
- Build rapport quickly on the call, find something in common. People want to buy from people they like.
- Make 3 follow up calls and 3 follow up emails. If the renewal has occurred print and send the quote in the mail to them. You will be surprised how many people call you a few months later.
- Don’t be victim to assumption. They did live with their parents two years ago but they could be buying their first home in two months.
- On account rounding calls, ask who their current agent is and their carrier. Let them know you want to keep it on file. It helps start the conversation.
- Never say, “Just get back to me”. Fight hard and ask for the business.
- If someone says I need to talk to my spouse say “No problem, I can also help with that. I know insurance can be complicated. If the decision were yours alone today, would you move forward?”
- When looking to add renters, always find out if they are engaged/married or have collectibles. Those are great reasons to get that policy. Comic book collections can be worth a lot!
- If the client’s homeowners is currently escrowed in, remind them that you will handle the transfer for them.
- When you get the opportunity to quote the home, always quote an umbrella too. It will help you talk about the product.
- Set a personal goal of how many account rounds you personally want to hit each month! It’s a great way to make some extra money.
- Use your activities to remember to follow up. The more it’s in front of you the better your closing ratio.
- Leave a great voicemail message when you are ready to provide the quote. “Hello Mrs. XYZ, I wanted to connect with you since I have your quote ready. I have to say we were really able to help best protect you while saving you some money. Call me back when you can, I can’t wait to show you what I was able to come up with.”
- When leaving an email to alert the client you have a quote ready, don’t email that quote. Instead ask when they are free to chat.
- Be confident! When you are excited about the quote, your client will feel that!
- Before making account rounding calls, review the account and google search their property to see the type of property. It will give you more confidence to ask for that business.
- Don’t hesitate to ask the client why they have been using two agents. They may just have not known you sell other lines.
- Have your own account rounding happy dance. We should all celebrate when someone purchases from our agency.
- Everything happens when you can visualize it coming true. Challenge yourself to one account round per week. You can do it.
- Practice with other team members, there is a wealth of information within your team. Ask what others are doing.
- If you’re lagging, look at your process first. Can you see yourself hitting your goal? Are you assuming the right to quote? Are you asking for the business? Are you following up? Are you emailing quotes?
- It’s ok to great creative and try new methods, just remember if they aren’t working you need to change course!
If you are still struggling call us, we would love to help your team perform!