If there’s one thing you want to look out for in insurance, it’s anything that’s a sales prohibitor. And yes, there are some protocols that are standard, and part of traditional insurance sales processes, but that might actually be hurting you. Making an insurance dec page request is one of them.
While making an insurance dec page request is standard operating procedure, here’s why it could actually be prohibiting sales, and holding you back from being a Ridiculously Amazing Agent in 2021.
“You need a process that enables sales, not disables it. And when you’re asking for dec pages, sometimes if you can tell they have it in front of ’em, go for it. If not, really understand, are you stacking the deck against you?” (4:00)
You’re asking a prospect to do more work
If your prospect doesn’t have a dec page handy, you’re actually asking them to do more work. You might be thinking: “They’re not a real lead if they don’t get a dec page.” This may sometimes be true in a larger commercial situation, but when it comes to small commercial and personal lines, people are excited to get a quote.
Asking for a dec page could alert the competition
Asking for a dec page might signal to a prospect to call their current agent. By alerting the competition, you could be losing a lead altogether, and prohibiting your sales.
A dec page could slow you down
Asking for a dec page could slow down your process to quote. If you won’t quote without a dec page, you might be wasting your time, and ensuring that you feel busy, instead of productive. Your time as an agent is very valuable, and you want to do everything you can to maximize efficiency.
Dec pages might be inaccurate
Plenty of times, a dec page is just plain wrong. In our Apex Retention Program, we make proactive renewal reviews, and we find plenty of things that are not accurate.
It’s still possible to ask all of the underwriting questions, and counsel the client, without asking for a dec page. But in order to be a Ridiculously Amazing Agent in 2021, it’s important to embrace processes which enables sales, not disables them. And when you ask for dec pages, you might be stacking the deck against you.
If you’re looking to prioritize building processes and procedures this year, we have you covered. Check out our new website, where we have an entire section full of Agency Process Packs. These are workbooks, templates, emails, scripts, and videos, to help you become a Ridiculously Amazing Agent in 2021.
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