I hope this finds you doing well. It’s been a bit and I know things can be tough for some of us. Safe to say it could be more challenging now than when you started in the business. Honestly, if there was an insurance police this would be something they would want to know about, but since there is not I’ll just write this note to you.
For a while, I honestly thought it was mostly the on-line quoting machines that were making such a simple mistake. Than I started to see more and more captives acting this way. Yes, indpendents are not completely innocent but I don’t take as much business from independents. I’ve always wondered if it was 1) a mistake 2) a lack of knowledge or worse 3) a mandate from the company they work for. In the case of the local captive agent, I am guessing it is more of a product of desperation. Really needing every phone call to result in business so you cut corners. You cut corners you wouldn’t cut for your family but would do it in the name of “low rates” or worse binding a policy today for a commission or some sort of contest.
Here’s the thing, by short changing your customer, you are actually short changing yourself. In the short term you are costing yourself commission and potentially your customer some much needed coverage.
Honestly, I have no idea.
Now take this from the sales side. If your fellow agents are doing things one way, why would you want to go down to their level? You wouldn’t!!!! So please stop doing it.
How do you fix this? Simple. When you are quoting auto insurance, whenever possible you provide the same amount of supplemental un and underinsured motorist coverage as the liability coverage you are providing. Really not hard. If you are quoting $500,000 in liability, you quote $500,000 in un/underinsured motorist. SIMPLE, now just do it. EVERY TIME.
- it’s the right thing to do for your customer
- it’s the right thing to do for your family
- it’s the right thing to do for your top line
- it’s the right thing to do for your bottom line
- it’s the right thing to do for society
- you’ll close more deals because you’ll stand out
- you’ll make the industry better
Seriously, if you need more reasons it might be time for another business. Anyhow, happy selling.
The agent taking your business