Can Service People Sell Insurance
This week we’ve been discussing our top tips for creating a sales culture at your agency, and this last tip might be something that can really help your agency grow. Let’s start with the question: can service people sell insurance? While they certainly can, the thing you want to consider is how well they can actually do it. Selling insurance and quoting insurance are two different things, and what we see is that service people and sales people tend to operate pretty differently, and at a certain time, dividing your sales and service teams might be a great idea.
“We do see a lot of agencies where people do so many jobs, they wear so many hats, they’re servicing, they’re selling, there’s this friction a lot of the times, do I service or do I sell?”
Here’s why uncoupling sales from service can help your agency become ridiculously amazing:
People tend to stick to what they’re good at
When sales and service are combined, people tend to prefer one and neglect the other. We see that people in agencies wear so many hats, and sometimes there can be friction between servicing or selling. What tends to take over is people’s personalities, because in general we do the thing we’re best at. This means that either service or sales is getting the short end of the stick.
You might be missing opportunities
If your people are making a subconscious choice between service and sales, you could be missing out on some big opportunities. Your sales people will sell, and your service people will service, but there will be opportunities that slip through the cracks, because the right people aren’t in play to take advantage of them.
Uncoupling makes roles clear
So how exactly do you uncouple sales and insurance? You can split them up, and create a New Business unit and a Service unit. Your New Business unit will be focused on new clients, inbound leads, calling lost customers, going after unsold quotes, anything new business related. After 30 days, those accounts will then move to your Service unit, which is in charge of renewal calls, reshops, endorsement claims, and even cross selling.
When you wonder “Can service people sell insurance?” you need to think about how the best person for each job is. If your agency is growing and you feel like you’re overwhelmed, struggling, or missing opportunities, uncoupling service and sales might be the best idea.
Follow Us on Social Media
Follow us on social media to get a daily dose of our 3 Minute Videos, to help you on your journey to becoming a Ridiculously Amazing agent. We share our videos on Youtube, Instagram, Facebook, Twitter and Linkedin.
