Three things you can do today to consistently get quoting opportunities?

I know a lot of insurance agents. Truth is most of these agents are not good sales people. They’re mostly really good at providing above average customer service which has helped their agency stay afloat. They’re fantastic at explaining coverage which has been instrumental at building trust. But when it comes to finding customers to quote, they’re simply terrible. They’re inconsistent with their message, they’re inconsistent with whom they’re targeting, they’re inconsistent with their frequency of message and they ultimately give up only to try something else that doesn’t seem to work.

Want to consistently get quoting opportunities? Keep reading…

1. Less is more…

When Steve Jobs returned to Apple he reduced the product line from over 300 to just 10. This allowed Apple to focus on doing a few great things versus many average things. How many product lines does your agency have? 20? 30? At Chrinco, we have two…personal lines Home and Auto insurance. We focus narrowly on these two products and attempt to be the best we can possibly be in this space We find customers looking for home and auto insurance quotes and then find agents would like to quotes these customers on our behalf. Do you spend a lot of times looking things up for potential customers? Consider for a moment that the time you spend researching coverages, researching markets, speaking with underwriters means less time marketing your expertise.

2. Find referral centers…

Let’s say that you’d like to focus on homeowners insurance. Make a list of the top 1015 realtors and the top 1015 mortgage companies in your area. It’s really important that you not assume who the top 1015 are….do some real research and identify these targets. (Title companies are a really good source of info same with the MLS). Once you have your list you will need to make a rough schedule on when you’re going to contact these people. Find your tempo once a week is too much but once a quarter is not consistent enough.

3. Hone your pitch…

Your typical insurance agent will call a realtor and say something like “Hi Jim, I’m James with JS Insurance and we do homeowners insurance….sure would like to do lunch to tell you more about my insurance agency…my treat.” This is terrible! Instead of a typical pitch, empathize with the realtor. Think of problems they may encounter on a daily basis and then be their solution. Try something like this instead, “Hi Jim, I’m James with JS Insurance. I help frustrated realtors quickly obtain insurance quotes for their customers. We typically quote realtor’s customers the same day. Do you ever find yourself following up with your clients to see if they’ve obtained insurance?” See the difference? Try different things out and find your sweet spot. It will typically take a month or two of consistently doing this before the referrals start rolling in but they will. In marketing, consistency is the key. Consistent message, consistent follow-up, consistent delivery.

Join the Chrinco.com community and follow us as we not only provide insurance tips to consumers but also are developing a new way to shop for insurance. A new way that can benefit insurance agents throughout Florida. Join the journey that we believe will change an industry. Be a part of something big. Chrinco.com Insurance Simplified.

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