10 Welcome Kit Ideas For New Insurance Customers

-
Selling insurance is hard.
Really hard!
In fact, making a sale is so hard that agents often forget the most important part of building a successful insurance agency:
Developing a ROCK-SOLID relationship with every client.
There’s no better time forge that relationship and boost the lifespan of your clients than immediately after the intital sale, but it’s easy to miss because it’s so exciting just to close the deal.
That’s why I recommend creating a formal Welcome Kit for new clients.
Traditionally, a welcome kit is a folder full of papers for you to explain face-to-face but it doesn’t need to be exactly like that.
The point is just to have something formal to walk every new client through all the most important things they should know as a client of yours.
Here’s 25 ideas to get you started on building your new customer welcome kit:

1) Conversation Checklist

Create a simple one-page checklist of all the things you want to discuss with each new client.
(this article would be a good starting point)
The checklist ensures everything is covered and also keeps the client engaged and receptive by outlining the information you’re going to cover.
Use it as the introduction at the beginning and to review at the end.

2) Everything We Sell Sheet

Unless your agency is like the Progressive commercials with shelves full of policies, your clients won’t know what else you sell if you don’t tell them.
Why not make it easy for yourself?
Create a simple one-page sheet that shows all the different policies and products you sell. Show it to every new client, put it in their welcome kit, and take a few minutes to go through it.
Here’s a few of the benefits:
  1. You might make a cross-sale right then and there.
  2. It helps you collect x-dates.
  3. It prepares the client for future conversations about additional lines.
  4. It prevents the client from buying another line of insurance somewhere else.
  5. It trains the client to be a better referrer of your agency.
  6. It reinforces the idea that you can support all their insurance needs forever.
Hmm…. After coming up with all those reasons I’m thinking maybe you should put it on a refrigerator magnet!

3) Referral Program Explanation

I think a lot of agents don’t create an established referral program because it sounds complicated and they’re confident they’re already handling referred business well.
That’s fine, I’m sure you are.
But if you don’t establish a formal referral program you’re missing out on a huge opportunity – making it easy for your producers to talk about referrals with clients.
Make a one-page sheet that explains:
  1. How you “reward” clients who refer you.
  2. How you handle the friends they refer.
  3. The types of clients who you have the best products for.
Giving your producers something to talk about reduces the anxiety over “asking” for a referral because they’re not asking for anything – they’re just explaining the program.

4) The Client’s Policy Documents

If you print out your new clients actual policy (or application), they’ll be more likely to hang on to the entire package.
(Along with all the other marketing goodies you put in there.)
Tell them they might need it someday so put it in a safe place and don’t throw it out.

5) ID Card Holders

I’m a cheapskate, but I don’t think this is a place to skimp.
Get some nice ID Card Holders for your new auto insurance clients. They’re paying thousands of dollars and all they walk away with is a piece of paper.
Put it in a nice package for them.

6) Connect With Us Sheet

I’d prefer your new clients walk out of your agency having already liked your Facebook page, followed you on Twitter, and connected with your staff and you on LinkedIn but that’s not very likely, is it?
Create a simple one-page sheet that explains your different social media accounts with URLS to each.
As I’ve written before, don’t just ask them to connect, explain WHY your clients should WANT to connect with you.
(And I’m sorry to break it to you, but “We’re trying to get 100 fans” is a really stupid reason)

7) Important Phone Numbers

Create a list of the most important phone numbers your clients may need.
Numbers to report a claim after hours, billing questions, whatever – just take the phone numbers you already give out a lot and put them on one page for the customer.
You’ll help clients solve their problems quicker and more smoothly which should result in better customer satisfaction.
And it should also cut down on some of the unnecessary calls you get in the agency.
Just make sure customers know they can always call you – don’t cut yourself out of the value equation!

8) How To Review Us Online

Create a one-page sheet that explains how customers can write positive reviews for your agency.
Right after you’ve saved someone a ton of money is the best time to ask for a review because 6 months later they forget.
And if you’re not already seeking positive online reviews here’s why you should be:
  1. More positive online reviews helps you rank higher in Google.
  2. Customers are making decisions on who to call based on reviews.
  3. Every insurance agency should have at least 5 positive reviews on Google and Yelp to protect against the potential reputation disaster of having only one review from an irate customer.
And don’t fake them – you’ll get banned!

9) Agency Staff Bios

Make your new clients feel like a part of the family by introducing them to all the members of your agency team.
This is a great supplement (not a replacement) to walking new clients around the office to meet everyone and it’s a great way to put faces on the agency for clients who might never see the inside of your office.
Include work background, education, and pictures of your staff along with each member’s individual contact information and LinkedIn URL.
It also tells your clients they’re not just getting a policy, they’re getting a team of experts at their service!

10) Use Nice Folders

They don’t need to be leather-bound, but show clients you’re investing in a long-term relationship with a high-quality folder to hold their new client paperwork together.
First impressions are lasting and a customized folder with your agency branding will portray a sense of quality and trust.
If you approach new business like every new customer will be with you for life, a lot more of them will be.

Comments

Post a Comment

Popular posts from this blog

10 Ideas to Cross-Sell More Insurance to Current Clients

-
Sometimes cross-sales fall in your lap. “Do you guys also do life insurance?” Beautiful thing, huh? Most of the time though, you have to work hard to make it happen. I’ll assume you’re already good with the ones that fall in your lap, today I want to give you a bunch of ideas for making cross-sales happen. So I did a little “brain-dump” and came up with  29 different ways you can cross-sell more in your insurance agency . If you get an idea or two please share this resource with a colleague and if you have ideas to add let me know in the comments below. 1) Know the Two Types Did you know there are two distinct types of Cross Selling situations? Prospects who already own the product -  These people already bought the coverage from a competitor but you’re trying to get the business with your agency. The key with them is repetition, collecting the x date, good follow-up and selling the benefits of your agency. Prospects who DO NOT already own the product - ...
Read more

What is whole life insurance?

-
Image
When hearing the word of life insurance must be familiar to your ears. And maybe also you have inadvertently heard about whole life insurance. Then what is whole life insurance? Maybe you ignore it and do not want to find out so that it passes because of the lack of information obtained, as a result, you are still not interested to try it. For those of you who want to know more, here’s an explanation about the whole life insurance, ranging from the definition to the advantages and disadvantages, as well as the type of protection provided, so it can be a consideration for you to be able to use it well.
Read more