New business, we all want more of it but are we killing it on every call? Coming from a background of listening to hundreds of hours of recorded calls I can tell you that all too often we completely whiff. Rather than build rapport and encourage the client to talk about themselves we instead interrogate them and find ways not to write them. You need to slow down to speed up. The more questions we ask the better we can properly protect the prospect and reduce practice quoting. When we reduce practice quoting you can increase selling.
We highly recommend recording your phone calls. When you look at this list most people will assume they are already doing all of these items on every call. Challenge yourself, we are probably only doing some of them on some calls. Asking these 10 items needs to be routine to increase your closing ratio and generate more referrals.
Top 10 Talking Points On New Business Quotes
- We shop multiple carriers to find you the best coverage at the best value
- We are a full service agency so whether you need life, commercial or other personal insurance products we are your agency!
- We want you to call us first for everything insurance related, claims, new purchases and questions
- We want to thank you for shopping local, when you shop local 68 cents of every dollar stays in our community
- Did you know we have a referral program?
- When would you like a quote by?
- What’s causing you to shop today?
- Other than price, what’s important to you in selecting an agent?
- How many agents have you called?
- What are you currently paying and what did your renewal come in at?
