APPROACHING CLIENT RATE INCREASES & REMARKETING
USE SCRIPTS TO BUILD RAPPORT written by Kelly Donahue-Piro , Agency Performance Partners
As many of us have learned by now insurance rates are continuing to increase . Whether it is due to the increased cost of raw materials , labor shortages , severity of losses , new technology , or mother nature , insurance rates are on the rise across the country .
One of the most common calls that we receive is “ How do I help my team keep clients happy without remarketing every account ”. We know that customers can be frustrated by increasing rates when they don ’ t have any claims , their vehicle is getting older , or in commercial lines when rates go up as the business grows .
In our experience , frontline team members often lack confidence in discussing rate increases and lean specifically on remarketing strategies that are timeconsuming and create a perpetual focus on price rather than value .
This causes a revolving door of rewrites year after year . Unfortunately , one remarket / rewrite for a client causes them the false belief it can be rewritten every 6 months-year . What if instead , we focused our training efforts on building the team members into confident agents that are ready to face the conversation headon ?
20 KANSAS INSURANCE AGENT & BROKER