If you’re unfamiliar with the process of implementing a fundamental, systematic customer insurance review program, it can be unclear what steps to take.
Today let’s focus on giving you a clear, high-level overview of what a customer insurance review program actually looks like.
To make your program successful, we have identified an 8-step process for you to follow with each customer in your book of business that you will repeat each year.
Here's a simplified version of the process:
The first step is to set up an appointment for the customer insurance review meeting
Then, a week or two before the meeting, send your customer a needs assessment worksheet to prepare for the meeting
Within the week of the meeting, create a working file for the customer where you can keep notes and important documents
Take the steps necessary to prepare thoroughly for the meeting - review the needs assessment and the current policies your client has.
The day before the meeting, give the customer a reminder call.
Conduct the customer insurance review meeting.
Immediately after the meeting, take the steps necessary to complete all action items that were identified in the meeting.
1 week after the meeting, follow-up with additional information and bring up new policies to sell to your client.
And that’s it! These 8 steps should be followed consistently year after year.
After your customers have been through the process a couple times, they'll start to expect it and the meetings will become even more seamless and lucrative for your agency.
What's the hardest thing about implementing a customer insurance review program in your agency?
Let us know in the comments below and we can address it!