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...greed that Joe could have the car repaired at the body shop of his choice, but...d parties should consider the managed auto care model. After all, no agency wo...

... a clean conscience will make you more convincing when you persuade your client to do the same. Know your geographic area. Go the distance' in an effort to help calculate the mileage from one area or neighborhood to another. Know the owners and estimators of local repair shops. When a new repair facility opens, alert your adjuster to make an appointment with the new shop for a get-to-know-you visit. Photocopy prospective clients' drivers' licenses to validate addresses and number of driving violations. Home addresses and driving records can be verified ... with the Department of Motor Vehicles when you have accurate information taken directly from a driver's license. Ask to make copies of both sides of the license for each member of a household or of each company employee being insured. Then order motor vehicle reports (MVRs) on each one. Get to know clients personally. Facts about unfamiliar people are more easily distorted. Build a trusting relationship with them; the more comfortable they are talking with you, the more likely they will be to give you all the information your agency needs ... Back Encouraging Client Honesty 4/30/2013 10:38:39 PM by CompleteMarkets Editor This content has not been rated yet. ENCOURAGING CLIENT HONESTY Some people think it's acceptable to be slightly dishonest when they buy insurance. They may fib a little to reduce Auto insurance premiums or try to get a little ahead' by exaggerating a claim. Unfortunately, inaccurate underwriting information and excessive claim damages hurt everyone by (at the very least) forcing premiums to rise. A nationwide survey of 1,987 households conducted by the ...

...he owners and estimators of local repair shops. When a new repair facility opens, alert your adjuster t...

... a car that has been towed in for repair, and then claim that it had been depl... the size and weight of the car. Some shops simply replace deployed airbags wi...

... change soon. They're the folks with year-old cars: It's not their dream car, but it's more than adequate. A person who's content and dissatisfied isn't really in pain, but they could get that way quickly. These are the folks with old cars and big repair bills. They may not be car shopping right now, but it wouldn't take much. People like this are your prime prospects: They aren't yet in enough pain to call you, but they're willing to make a change, if they find a good enough ... . So what's the secret to identifying this type of prospect and then creating enough additional pain to turn them into a buyer? It's no secret at all! Ask more questions. That's right - ask more questions. If you've been the victim of intellectual hurt - and we all have been - my recommended cure is to go back through the initial stages of your selling system and make room for more questions, questions that create implications. COULD YOU TELL ME ABOUT IT? Remember, telling isn't selling. The only way to ... ) . By asking focused questions and listening closely to the responses, this salesperson turned intellectual pain into the more intense emotional pain that's necessary for a sale to happen. EXERCISE List likely areas of client dissatisfaction for each line of business you write. For example: Auto - poor service, slow claims, price. Next to each area, write two or three other things that area is likely to affect. For example: Slow claims on auto - other areas affected are rental car costs, inconvenience, missed connections. Using ...

...ported point of impact, price the repair against a regional labor rate, screen...r denials and more about wider, safer autonomy on the benign end. Expect agent...

...rant costs while your rental gets repaired. Medical payments coverage handles ...tels and meals while your place gets repaired come under the policy too, as do...

...at required several weeks for the repairs to be completed. When the customer r...

... (because its appraisal was lower) or that Prime had to match ABC's price (which was based on after-market parts) . Prime refused to lower its appraisal, which was based on OEM parts. After three weeks, Midwest agreed that Joe could have the car repaired at the body shop of his choice, but insisted that he accept after-market parts. Joe refused. He called his old friend Bob at Middletown Agency and asked for help. Bob was unable to resolve the issue with Midwest. After a heated discussion, Joe ... Agency, whose principal is Joe's lifelong friend. Last month, Joe was in an accident that damaged the right rear side of his new Mercedes. He called Midwest, who took the accident report and called a tow truck, which took the car to ABC Body Shop. Midwest then referred the claim to the Middletown Agency. When Joe called the agency to inquire about ABC, he was referred to Sally, who handles claims. Sally said that Middletown would never recommend ABC and that he should take the car to Prime Auto ... suffer in a number of ways (for instance, inferior automated systems and nonprofessional staff) . This situation has created a cycle of low performance, with consumers ultimately bearing the cost and aggravation of an ineffective business model. CASE HISTORY Let's examine the process for handling Auto Physical Damage claims as it might happen today. Here's the experience of someone we'll call Joe: Joe bought his Auto insurance from Midwest Insurance through the Middletown Agency, whose principal is Joe's lifelong friend. Last month, Joe was in an accident that damaged the ...

...our policy will cover the cost of repairs or replacement and furnishes protect... These claims can be caused by an non-auto incident that occurs on or off your...