Cross Selling Life Insurance in Your P&C Agency Part 3: Questions your CSRs should be asking to generate life insurance leads

Most P&C agency owners know they should be cross selling life insurance (read Part 1 & Part 2 of our series) but aren’t sure where to start. Along with a consistent marketing plan, training your CSRs is the next big step to effectively round out your accounts.

AGENCY QUICK VIEW: CSR QUESTIONS TO GENERATE LIFE INSURANCE LEADS
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Knowing what questions to ask is key, but also knowing why you are asking those questions will drastically improve your CSRs confidence and increase their results. Evoking emotion is key to this process and surprisingly very simple. For example, take a look at the script language below and pay close attention to the use of the spouse and children’s names. The more you can personalize your questions, the more effective your discovery questions will be in creating life insurance leads.

By asking the appropriate discovery questions you will build stronger rapport with your prospect as well as gather the information needed to ask the pivot questions which tug at the prospect’s emotions. If you have done a good job to this point, your prospect will certainly be thinking about the wellbeing of their family and the need to protect against the risks of an untimely death.

Conversely, approaching the client from a product perspective will surely kill the moment. Questions such as, “Hey! Would you like a life insurance quote?” or “if you buy life, we’ll give you a discount on your home and auto,” are an easy way to short-circuit an opportunity.

So what questions should your CSRs be asking to generate life insurance leads which ultimately pivot discussions from P&C to life? Here are a couple to start a discussion:

Do we handle your life insurance here, or do you have a policy with another agency?
Are you comfortable with how your 401k and IRAs are performing now?

To see our full list of questions your CSRs should be asking your clients, download our full list by clicking below. If used consistently, your CSRs will begin creating more life insurance leads which will ultimately increase the retention and revenue in your agency.