Just a friendly reminder. You make no money quoting insurance. We only make money selling insurance. As we learned in my last blog, emailing quotes is not a path to success! But how exactly do we present our quotes to earn the yes? Let’s clarify something upfront. You aren’t selling insurance if you are the cheapest. All you are doing is collecting a signature. Real insurance sales increases coverage, policy count, and puts them with a better carrier. When presenting the quote you want to think about really selling insurance rather than collecting a signature.
In our 6 Month APPX Sales Training program we teach agents the following strategies on presenting their quotes:
- Start the call by confirming you have solved the major reasons they are shopping
- Alert them to the carrier you have selected, build value in the carrier
- Next, review the features of the policy. Build value in what they are paying for
- Review in monthly figures the price of the policy they first requested, get a soft yes
- Add on 1 additional policy and sell the value of the discount, get a soft yes
- Offer them the next level of coverage for X amount more per month, make it a deal and get to a soft yes
- Make your recommendation for 2 other policies
- Ask for the business
This is the 4 and Score system of presenting 4 lines and three levels of coverage. If you want to win you have to give people choices and educate them on exactly what they are paying for. If you and your team are looking for sales training, we would love to talk to you!
