There is one phrase I want to erase from the world… I’m too busy. I hate that phrase so much. If I owned an agency and anyone came to me with that as an answer to anything, it would be grounds for immediate termination. In my entire career, I would never think to tell my employer that I was too busy to do anything. However, in insurance, busy is a commonly accepted excuse.
The second phrase I want to erase from insurance is “I’m not a sales person.” Great news buttercup, we are all in sales. You have to sell people on why to stay, why the rate has increased and why you are better than the other 10 agents in town. Everyone from the accountant to receptionist is in sales. We all have to sell ourselves. The best sales process in the world is at McDonald’s, “Would you like fries with that?” I’m pretty sure my favorite drive through attendant wouldn’t say they are in sales either.
The reason I would be so upset about this comment, if I owned an agency, is that the person is literally saying “Since I don’t like sales, this customer shouldn’t be protected adequately with us. If their apartment burns down tonight, I don’t care because I’m not in sales. So their not having a renters policy is a-ok with me. Apparently I’m too busy to give good service.”
Inevitably every day I hear at least one of these comments. I’m always so perplexed by them. I had no idea recommending a renters policy turned you into a used car salesman… who knew?
However in order to hit the perfect call we have to recommend another line of coverage!
Objective 4: Recommend another line
Almost no one has all the insurance they need. In fact, as I type this, I still need disability insurance… any takers? People don’t know what they don’t know. My mom knows how to teach your third grader multiplication but she doesn’t know why she needs an umbrella policy. When the caller calls in we have to “Just Do it!”
The best problem an agency could have is that they have too many quotes to do for account rounds.
Yes, great problem! Fixable problem! Bad problem is shrinking agencies because the monoline book is too high… very bad problem! Even if the person declines, you planted a seed. They will call you back in the coming year when something triggers that need. Don’t back down, just ask! Also, don’t worry about the cost. People who have financial struggles need insurance more than ever. If something were to happen, they can’t replace their items as easily.
So now you can go and conquer the world with our 4 and Score Perfect Call. This is a brief overview of a larger training and coaching series we conduct. If you are interested call us today to learn more! We will work you through our perfect call!
