Cross-Selling Life Insurance ― Ridiculously Amazing Insurance Agent Podcast: C Group Insurance
In this episode of the Ridiculously Amazing Insurance Agent podcast, host Kelly Donahue-Piro interviews Josh Callahan, Principal Agent at C Group Insurance. Josh talks about how to cross-sell life insurance and what happens when you get life leads that don’t qualify.
Episode Highlights:
- Josh shares his background. (3:06)
- What tier is Josh in Erie? (4:11)
- Josh shares the strategies he uses to cross-sell life insurance. (5:47)
- What was the reason some people weren’t buying life insurance from Josh? (7:29)
- Josh mentions the program they developed for their CSRs. (8:26)
- Josh explains what a final expense is all about. (13:31)
- Josh shares his thoughts on how COVID changed the life insurance conversation. (20:54)
- Josh mentions why the underwriting process wasn’t simple in the beginning. (23:16)
- Josh gives a short background about his company, Agency Final Expense Solutions. (29:22)
Key Quotes:
- “Basically, what we did, is we figured out a way to get our CSRs involved… which is the number one thing. I’d love to say that I was the greatest thing since… whatever, for selling life insurance… But, if you’re an agency owner, your CSR is the key to whether or not you sell off insurance, whether you know it or not.” – Josh Callahan
- “I think we can show any agency, whether you’re a one-man shop with one CSR. If you’ve got 40 people, that’s the kind of people we’re working with right now, and we’re excited about what it’s going to look like.” – Josh Callahan
- “The biggest thing is making sure your CSRs are not scared and they’re able to just transition into it. It’s amazing. They get better and better every time, once they realize how people are willing to talk to you about it.” – Josh Callahan
