Here is the reality. How you launch renewal review calls with your team is just as important as making them. Like selling a new lead, you need to identify their core pain points and connect clearly how these calls can make a huge difference to their lives.
Before we outline how to launch renewal review calls, this is how not to launch renewal review calls:
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Email the team the news (this is when you need a bulletproof vest)
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Mandate reviews, walk away and check in a month later, and be shocked that they aren’t made
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Ask the team to try reviews (this seems temporary or optional)
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Get in a meeting and make it seem wild and hard
In order to earn your team’s buy-in on renewal reviews, you have to show others you believe and support it. This, for a leader, means:
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Being abreast of the metrics (knowing the average number of calls)
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Appointing a Beta Tester (letting someone else work on the kinks)
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Discussing with other agencies/listening to podcasts from people who have accomplished this
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Knowing the game plan and writing out the process
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Having regular weekly meetings to check in and understand what is working, and troubleshoot solutions
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Being prepared to track renewal review calls
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Having an incentive plan to celebrate doing something hard
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What NOT to do when launching a renewal review call process.
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Grab our Personal Lines Renewal Call Checklist
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Get 15% off our renewal retention course to help guide your team through a proven process.
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