Insurance Agent Forum

[Agent Jeff]

How hard do you find it to cross sell life policies for

Auto?

Homeowners?

Business owners/liability?

What fraction of your P&C policies immediately and ulimately result in life sales? How much high-pressure do you use to sell it? Do you sell mostly term/fixed/variable?

When you bring up life insurance, do you notice any adverse attitude in your P&C client?

[CHUMPS FROM OXFORD]

Hi Jeff

I have 27 years of experience in the P&C/cross-sell field. Granted, I'm not kicking out 500 apps a year like I did from 1981-2000, but there are some
Uniques systems you can use. Feel free to PM and I'll try to steer you in the right direction. You do NOT have to pay anybody a penny to learn these things.

[saieddie]

P and C is how I've opened most of my client relationships. As my wholesaler always said, "the biggest door to the household is the garage door."

[STIBROKER@AUSTIN.RR.COM]

how hard is it to sell period....

[mazz8]

Hello, I am usually cheaper with Auto and Home, so I just give them a life quote as I quote the Auto and Home. Its a tough sell in this economy. I sell Erie Insurance.

[CHUMPS FROM OXFORD]

Gotta love Erie's rates.

30 days before each adult's insured birthday, send them a letter with a grid detailing your term rates. Various face amounts at 5-year age intervals (30-65).

Without any call followup, you'll write a piece of business on 4%-5% of your book.

[bobson]

Originally Posted by CHUMPS FROM OXFORD

Hi Jeff

I have 27 years of experience in the P&C/cross-sell field. Granted, I'm not kicking out 500 apps a year like I did from 1981-2000, but there are some
Uniques systems you can use. Feel free to PM and I'll try to steer you in the right direction. You do NOT have to pay anybody a penny to learn these things.

Okay, I sent you a PM on this and I'm responding in here. I'd love your take on how to up our life apps.

[healthagent]

The same client who shells out $450 a month for a family health plan and currently has no life insurance has to "think about it" when I quote $30 a month term rates.

[James]

Originally Posted by healthagent

The same client who shells out $450 a month for a family health plan and currently has no life insurance has to "think about it" when I quote $30 a month term rates.

Maybe you should of threw out a $300-$500 WL rate?

[jmmauthe]

I know it's best to specialize within this industry, which I have been doing (2yrs now) on the P&C side. However, when I decided to move into insurance I completed both of my licenses and my L&H has been "just collecting dust". I just started working through an independent agency (with out any book of business from this location) back in Sept. 2007. I haven't been as aggressive as I should have been since we had to get the agency up and running and then came Thanksgiving, Christmas and New Years, but with little direct effort on my part and mostly referrals from CAPTIVE agencies I was able to bring in 20 policies (mid-Sept.- Dec.) Is it best for me to continue my focus on the P&C only until my 'book' has grown a good bit and then start to make my P&C clients aware I can help them further protect themselves with L&H 'marketing' hints? I'm so anxious to get some L&H experience under my belt so I can better understand the products and ultimately provide the best options to my clients, for their 'personal need(s) of protection' through insurance.

[hpfrench]

I try to do as much question based selling as I can. Some say it's cheesy but it does work. When closing a homeowner policy I may ask, "I'm curious Mr. & Mrs. Smith, did you use both your incomes to qualify for your new home? Have you ever thought about how you would pay the mortgage if something happened to one of you?" Throw down quotes are great to.

And now, I leave myself open for chastisement.

[Insurance Phoenix]

It really is as easy as talking to your clients. The more you talk about cross selling the more comfortable it becomes to you. If you approach it in a manner that you are only seeking to help and protect your clients they won't mind you inquiring. When auto clients call to get a windshield replaced or change vehicles I always talk about their family, job, kids or whatever. It's about building relationships. Along the way I find a way to ask about the life insurance. arizona car insurance

[NWInsurance]

I think that the first thing you need to do is to get a strong belief in the product. Without that you are just pushing a product.

I strongly believe in the importance of life insurance, and so I feel it is my duty to ensure that every client is give the oppurtunity to have their bliders opened by me so they can at least have a chance to make an educated decision.

I like whay Troy K. said to do. Ask them if they have Insurance, and normally they will tell you they have it at work. Then ask them how much, after that don't say anything.

Allow that unconfortable pause to occur after they tell you the amount. More often than not we talk ourselves out of a sale.

I tried this for the first time last week. I paused and a moment later the client asked me..... do you think that is enough, and he basically scheduled the appointment for me.

Once you get the appointment, and are sitting in your clients living room, the life sale is 80% taken care of.

[insuremojo]

NWInsurance,

Do you know Troy K. personally? Are you located in the Central Valley in California? I assume you're talking about Troy Korsgaden. He owns a Farmers insurance here in Visalia, CA. He's probably one of the biggest Farmers producers in the nation according to him and his people.

Just curious.

Joseph

[Mr C]

Hey folks, I sell mainly health/life, but I'm also P&C licensed and I'm leaving alot of money on the table. Can anyone direct me to a good P&C brokerage who has good plans for home, auto, business that I could cross sell with?

[Soaringagent]

Cross selling life is good for client's and it's good for retention. I just need to try to offer it to every client.