Transition From The P/C To The Life Sale: Module Iv-C

TRANSITION FROM THE P/C TO THE LIFE SALE: MODULE IV-C

In the P/C agency, you will often find yourself with the opportunity to approach both the P/C and the Life sale at the same time with your prospects. This will be especially true for those of you who choose to train your present staff to sell Life insurance rather than hire an outside Life insurance expert.

Opportunities for cross-selling Life insurance from P/C accounts are many, including:

• incorporating Life insurance into annual reviews of the overall insurance program
• incorporating Life insurance into interviews that initially sell Auto, Homeowners, or another coverage
• having P/C producers lead in to the Life insurance sale while on calls to Personal or Commercial prospects
• having CSRs ask for the Life insurance appointment while performing P/C services, such as adding an auto to a policy, upgrading a Homeowners contract, and so on

In all of these cases except the last, all you need to do is make a smooth transition from the P/C to the Life sale, then proceed with Action Step 4:

The Qualifying Interview. In the last example, your CSR is trained to set the appointment (using the language and techniques presented under 'Action Step 3: Setting the Appointment,') and producers proceed from there with the qualifying interview.

When you meet with an insured for P/C business, conclude that business, then make a transition to the Life sale. The transitional language provided below works for both a two-call and a dominant-needs sale. What you need to do is make a transition from the P/C sale to the qualifying interview; whether or not you then go straight into the presentation/close is immaterial as far as this language is concerned.

To make a smooth transition, say:

'[NAME], helping you with your Auto and Homeowners insurance is only part of the service I provide my clients. Almost everyone today is concerned with financial planning.'

'To meet this need, [AGENCY NAME] has designed a worksheet to help us determine together the kind of overall insurance that best fits your personal situation. I think this can be a valuable planning tool for you. Let me tell you more about this service.'

Now you can go into the first step of the qualifying interview, which is to establish trust. You'll need to modify the language presented under 'Action Step 4: The Qualifying Interview' slightly to fit the situation. We suggest:

'The form I just mentioned is part of a unique Life insurance review service here at [AGENCY NAME].'

Continue with the language presented for Action Step 4, modifying it when necessary. For example, under Action Step 4 we recommend that you build trust by giving a little background on yourself-you might eliminate this step if you have already done this at the beginning of the P/C interview or if the prospect already knows you well through P/C transactions.

You can use this transitional language whether you're making a transition from the P/C sale to a two-call sale or to a dominant-needs sale.

We've provided you with detailed analysis of the seven 'Action Steps to the Sale' and the language and techniques you need to use in order to sell Life insurance using this seven-step process. Your next step is to monitor how these steps work in your agency by monitoring the activity of your producers. We provide you with more information on this topic under 'Supervision' in the 'Life Personnel' section of your Agent's Guide.

These seven action steps, if you study and employ them faithfully as we have suggested, learning them so well that they become a natural process, will produce Life insurance sales in your agency. And in today's insurance environment, selling Life insurance and related financial services is essential to meeting-and beating-your competition.