Insurance Renewal Cross-Selling Strategies
Cross-selling is one of the most powerful tools you have as an insurance agency, and this week we’re breaking down some of our favorite insurance cross-selling strategies. We’ve identified four different opportunities to cross-sell: at the point of sale, during renewals, during inbound service calls, and during outbound calls to monoline clients. Today we’re focusing on that second opportunity, and diving into insurance renewal cross-selling strategies.
“Renewal review calls give you an opportunity not just to target monolines, but to really reach out to everybody, find other policies you don’t know about as well.”
Renewal calls are like penicillin for insurance agencies in the sense that they can solve every major problem that an insurance agency has. You can get contact information, improve coverage, build the relationship with your client, you name it. But you should also look at these calls as an excellent time to cross-sell. Here’s how you can do it, with our insurance renewal cross-selling strategies. Here’s how you can do it:
1. Look for opportunities
When you’re speaking with a client during a renewal review call, you should always be looking for opportunities to cross-sell. You can gather vital information, such as if your client has a policy with any other insurance agents. Even if they do, you can then get the X date, so you have that data ready to go. There are endless opportunities to cross-sell during renewals, if you keep your eyes open.
2. Consider targeting monoline clients
If you’re generally against renewal review calls, you can instead put other policies in place, such as calling customers who go up a certain dollar amount or percentage. This can also be a great time for you to target monolines, and is an excellent way for your team to set a standard protocol.
3. Take time to make recommendations
Whether a customer is calling you for a renewal or you’re reaching out to them, you can take this time to make recommendations. Renewals represent a time when people are actually thinking about their insurance, and you can make recommendations such as improving coverage up to agency standard or higher, as well as other lines of coverage you recommend. By doing this you’ll get the opportunity to at least quote, or plant the seed.
There is no shortage of ways to cross-sell when making renewal review calls. If you’re looking for help with this process, we have plenty of scripts for you in our cross-selling course, which can help you maximize your cross-selling success.
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