6 THINGS TO FOCUS ON TO GROW A SUCCESSFUL BOOK OF INSURANCE BUSINESS

1. 6 THINGS TO FOCUS ON TO GROW A SUCCESSFUL BOOK OF INSURANCE BUSINESS

2. TABLE OF CONTENTS Our Discussion Points Education and Training Customer Service Inbound Insurance Leads Referrals Upsells and cross selling Technology

3. EDUCATION AND TRAINING • You need to make sure that you are up to date with all legal and regulatory insurance requirements when you look to expand your business and business book. • You will need to keep up to date with changes in the product and coverage that affect your customers. • You can use this information through your social networks, newsletters and in your sales presentations to share with your customers and prospects. This will allow you to provide your current customers with the best service and to close further sales.

4. Customer Service • Talking to the current customers should not be seen as a hassle that should be avoided. • Instead of answering a phone call from an current customer who may be upset or looking to cancel their policy, I know of several agents who will allow calls to go to voicemail. • As you can request referrals, cross-sell and upsell, a customer calling in should be seen as a sales opportunity. You will use the opportunity to provide information on policies and coverage and develop your relationship with the consumer.

5. INBOUND INSURANCE LEADS • Holding your phone ringing is the most significant thing. Inbound insurance leads or live transfers are individuals searching for a new insurance policy who are eligible insurance shoppers. • On a pay-per-call basis, all these calls are sold, so you can buy as many as you want to keep your agency busy quoting and writing new business. • A wide range of inbound insurance leads can also be purchased; inbound auto insurance leads, inbound home insurance leads, inbound life insurance leads, leads for inbound health insurance and inbound company leads.

6. REFERRALS • Referrals from satisfied customers would be the most significant source of new business next to inbound insurance leads or live transfers. You should periodically ask clients for referrals or people they meet who may be trying to get insurance on a regular basis. • In particular, clients with adult children are a great source of referrals. You will get new information about ways to make more sales as you talk with customers and they tell you about what is going on with their lives; a marriage , divorce, birth of a child, new home purchase, child turning 16, etc.

7. UPSELLS AND CROSS SELLING You need to include, where necessary, all the insurance needs of your customers, closely related to customer support and referrals. You are able to give significant discounts to consumers who purchase several products in many cases.

8. Technology You need to include, where necessary, all the insurance needs of your customers, closely related to customer support and referrals. You are able to give significant discounts to consumers who purchase several products in many cases.

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