P&C focused people: What do you do to find success cross-selling life policies? I mostly sell P&C off internet leads. Most are not the ideal client for my company but I take care of them like I would anyone else. I do okay but not great with life after having the client for six months once I move them into a preferred policy. That move saves them enough to make life doable coupled with established trust. I’ve been told just to quote the auto and life together initially but it feels “off” to me.

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Get to know them. Expose their need for protection.

Married Couples: HUGE success Rate.
“If (spouse’s name) were to tragically lose you, would it be important to have the mortgage paid off for them?” (Can also cover rent if they aren’t a homeowner)
Slam dunk every time!
Singles
“Who would be financially burdened if you tragically passed away?” … “their answer”… “Would it be important for you to have a plan in place, for them, if they tragically lost you?”

And yes, ask every time! I’m always shocked when people are just like “yeah, I’ve been meaning to look into that”. JUST ASK

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Exactly!

Commit yourself to offer life insurance to every prospect and every current policyholder; than ask for referrals of “folks like them.”

It definitely does come off as “unnatural” in the beginning to feel like you’re upselling a customer but you have to remember that your primary focus is to help educate and protect these people. The worst thing they’re going to tell you is no (or maybe some other variation of no 😂) - but at the end of the day, if you’ve pitched it, that’s the only way you can work on making that flow of the conversation more seamless. You’ll stumble the first few times you try to pivot the conversation to the financial services side, but you’ll also grow a ton during those moments. You just have to stay disciplined to be consistent with your word flow.

The best way to start that is to lead the conversation by getting to know the customer. The sooner you can make them laugh and hold a genuine conversation with them, the sooner you will find out most of the context clues you need in order to drive home the financial services side.

When you quote an auto, always add a short term disability policy and a life policy. If they don’t meet the requirements for a short term disability, throw a renters in there. Present them the bundled package first. You always want to present a package to them that protects them in all aspects. This is where your word flow is going to really shine because you’re going to have to get that emotional and financial buy-in from the customer. You have to make it make sense in other words.

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