Make More Money - Grow Your Book of Business This July

The 4th of July weekend has now officially passed.  Hopefully you took a nice relaxing break and are feeling energized and ready to get back to work again.

July means that we’re now on the downward slope towards the end of the year! Pull out your goals for 2013 and see where you stand.  Are you halfway there? If not, it’s time to kick it in gear NOW, not in December! We all know that it’s a lot harder to get sales in December when people are consumed with holidays, have tight budgets, and typically aren’t buying homes.  It’s not the time to be trying to reach your goals at the last minute.

So what can you do right now to increase your sales in July?

Two things.  

• Close the outstanding quotes.  
• Run a campaign on your current book.

Let’s look at this in detail.

First, there are probably a lot of quotes sitting around that aren’t closed yet. They are stacked in folders and to-do lists at desks all around the agency.  A percentage of these CAN be closed with a little persistence.  Pull your open files, review, and go after that business!  Call them daily, leave messages, send emails, don’t quit until they tell you to leave them alone!  Show that you want their business and that you’re available and ready to work for the client.

These un-closed quotes are just money sitting on the table.  (And yes, I know they can’t all be closed. You will be too high on some. Others won’t qualify. But ignore those and move on to the ones you do have a shot at!)

Second…look for ways to make money in your current book of business. This is one of the amazing things about the insurance business.  You don’t always need more clients to make more money.  Sometimes you just need to sell more to the ones you already have!

I’ve done this with the multi-policy discount.  I would run a list of everyone in my book with only a homeowner’s policy.  Then I’d meticulously go through every policy and write down how much they’d save if we had their auto.  The numbers always looked fantastic to the client because it was hundreds of dollars off their home!

Then we’d call the client and let them know about this huge discount they were missing.  They already knew us and trusted us.  Plus if we could get close to their current auto price, we typically got the sale! I know this takes time and cold calls, but it’s a whole lot better then sitting around and waiting for the phone to ring!

You might even have a better idea than this.  You could call for boat insurance to clients that live on the lake. Quote renter’s insurance to auto only clients that rent.  Upsell PUP’s to high income clients. Term life for clients with young children.  The list goes on and on.  Choose a theme for each month and try a different one all year long.

The most important thing in all of this is to take action.  Be ruthless and go after what you want. Hit your goals months ahead of schedule so that you aren’t stressed out and worried about production results at the end of the year!  The more action you take, the more rewards you’ll see.  

Go after it!