Objective: To insure that we are not leaving any money on the table by quoting all possible policies in any given opportunity and to make sure that the client knows of all options available so they can choose better coverages if they wish. Educational close

• There is very rarely a need for just one line of insurance.
• Everyone needs a property policy even if they aren’t aware. HO 4, HO 6, HO 5, DP. Condo owners are at high risk of being uninsured because an HO 6 is not requited at closing.
• Set up plan to call mono line homes on report
• There is a misconception that homeowners policies will extend coverage to toys. Ie..boats, jet skis, motorcycles. In reality most of the time these need their own coverage.
• If you make it a regular practice to ask for all lines and to only quote packages the cross sell becomes procedure and not a goal.
• Ability to still write mono line but as an exception to place importance on multi line households.
• Holding all lines increases retention , more painful to leave
• In policy presentation offering a “Good, Better, Best” Option to upsell is easy way to increase upsell opportunities.
• Selling to needs and not to price will upsell to liability limits for asset protection, increased towing/labor and rental reimbursement based on like accommodations. Low rental reimbursement limits will not provide for a vehicle they are accustomed to driving.

Sonic,
Diet Coke, Cross Selling, and Social Media

I am
tired today. I want to get off topic…write about something nice and easy.
Sometimes I write about social media, sometimes I write about sales in general
(read the older stuff). Lately I have been on the social media kick, but today
I want to talk about cross-selling.

I like
to try and get a drink at Sonic every afternoon. I get a Route 44, Diet Coke,
with lime, easy on the ice. Two o’clock to four o’clock is happy hour, so the
drinks are half off. I know I can get my drink for $1.04. I usually have the
change ready and counted out.

Here is
the kicker. EVERY TIME I order my Route 44, Diet Coke, with lime, easy on the
ice, the person over the speaker says, “Do you want any cheese sticks with
that?”

I always
say no to the cheese sticks, but about 20% of the time I say “yes” to something
else. Keep in mind; I never have the intention of getting anything but my
drink, but the cross-sell still works on me 20% of the time.

So questions:

Do you
try to cross-sell every time? Equally, if not
more importantly, does your staff? What percentage of the time does it work?
WHAT, you don’t know?

I am
sure people come in wanting home and auto, but did you offer the life or
health, the umbrella, the toys, did you ask about the toys? Do they have a
business? (Don’t know how to write a BOP, learn, and earn the cross-sell.)

So we
actually got a snippet of social media today on accident.

First,
you all read about my love for Sonic and Diet Coke. They did not pay me to
write about them and yet here I am telling you about their happy hour schedule
and the exact cost of a Route 44.

Second,
I have just used social media to define myself to a large group of people who
seemingly shouldn’t care about my caffeine addiction; and yet, here you are
still reading. Why are you still reading? Because I gave you something valuable
to think about. That is social media done right. Provide value that keeps them
coming back for more.

Please come back for more. Have a great day. Tell me what you think and forward! From <http://shawnmwalker.blogspot.com/>