Time Management Tip #9: Tiering Insurance Clients
We’re kicking off this week with more of our insurance agency time management tips, and while it may seem like we have a ton of these, it’s because time management is one of the things we specialize in. Today’s top is all about tiering insurance clients, or prioritizing them.
“I think in insurance, a lot of times we actually over-service our lowest tier clients and we under-serve our best clients. And what that leads to is a lot of confusion. And so, we actually treat our best clients sometimes worse than our worst clients. And that’s something that you can’t sustain. “
We believe that in insurance, a lot of the time we actually over-service our lower tier clients, and we under-serve our best clients. And what this leads to is a lot of confusion, because we’re actually treating our best clients sometimes worse than our worst clients.
This is something we definitely can’t sustain. So, instead, you should focus on tiering your clients. The simplest way to do this is by policy count. While some people might think to determine this based on premium, if someone holds multiple policies, this can be hard to track. Policy count tends to be the strongest indicator because even if someone has multiple companies, they might have three or four policies for each company, which adds up to VIP status.
We think of tiering like this: bronze is one policy, silver is two, gold is three, and VIP is anything more than that.
There can also be other tiers. But the idea behind the tier system is who takes priority, who gets the first renewal call, who gets Christmas cards, etc. Or when you have a hectic day with competing priorities, you can take a deep breath and decide that your VIP clients need to go first.
At the end of your day, tiering your clients is one of our favorite time management tips, because it means we’re using our time wisely, and giving our best clients our best service.
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