ACCOUNT ROUNDING
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UP SELL STRATEGIES FOR SUCCESS
Personal Insurance
Agency Development
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Our experience has shown that the profile of clients that are most likely to leave your agency have one or more of the following characteristics:
(1) Mono-line, (2) Low limits of liability,(3) Monthly installment billing,
(4) Split limits and/or (5) low deductible. Once you understand what’s driving your lost business, upselling is an effective way to improve your retention!
Up Sell Implementation Plan
|Step # |Procedure |Person Responsible |Target |Date |
| | | |Date |completed |
|UP SELLING EXISTING BUSINESS |
|1 |Determine what line and profile of business you would like to up sell (Auto, Home/Coverages, Deductibles, etc) | | | |
|2 |Generate list of business matching the profile which was identified for up selling. (Contact company representative for listing OR pull listing from | | | |
| |agency management system) | | | |
|3 |Scrub Listing - Remove clients from that you do not want to up sell. | | | |
|4 |Determine the amount and timing of mailings. Determine capacity based on the maximum number of mailings your agency can follow up on during a given | | | |
| |time period. | | | |
|5 |Produce Mailer or Contact your Sales Executive to sign up for One2One | | | |
| |If creating your own mailer continue. If utilizing One2One, continue to step 10. | | | |
|6 |Determine messaging that will stimulate interest to your clients and the create mailer. ie- Prepare mailer with a sticker or hand-written note, “PLEASE | | | |
| |CALL ME ABOUT YOUR INSURANCE PROGRAM” These can be prepared in advance & addressed as needed. The agent can choose any message that fits their | | | |
| |philosophy & can change it based on results. | | | |
|7 |Purchase Stamps. | | | |
|8 |Mail merge addresses and prepare envelopes. | | | |
|9 |Stuff envelopes with up sell mailer. | | | |
|10 |Mail up sell solicitations based on determined timing and agency capacity. | | | |
|11 |Follow Up ( Outbound calls to recipients based on individual workload. | | | |
|12 |Monitor successes and failures and adjust program as appropriate. | | | |
In today’s insurance world, it is vital to both retain and maximize your clients’ lifetime value within your agency. This can be accomplished through effective up selling.
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