Has Your Agency Caught A Case of "Mono"?

On the couch, thermometer in my mouth, cold sprite by my side, and hot chicken noodle soup to soothe my aching throat.  Sick for a few weeks, way longer than I should have been, a visit to my family physician was in store.  Symptoms were:  sore throat, low grade fever, and the worst part crippling lethargy.  Diagnosis:  Mononucleosis.  (Aka, the kissing disease but in reality contracted from sharing a water bottle while playing softball)

The worst part was the apathy.  I didn't want to do anything!  At least any more than I had to.  Go to work; come home.  Eat dinner; go to bed.   No hanging out with buddies, no hot dates with my wife, and no more sports.  Just lots of bed and lots of reality TV.    

Which makes me think what if there were an Insurance Agency rescue show?

(Read this next bit in deep "promo guy" voice) This week on Agency 911 the Next Generation Agent team visits ABC Insurance Associates in Columbus OH, where owner John Smith is having trouble with producer passivity. It seems his team has their lines crossed when it comes to cross selling! (Ok, you can stop the creepy voice now)

Could I have just as easily substituted your agency's name?  Has your staff become indifferent, doing only the bare minimum?  If you did an agency book profile what percentage of it would be mono-line? Think about your last ten pieces of new business, how many were packages?  How many may lead to packages?  If you didn't say at least seven you may need a visit from Agency 911. 

All kidding aside, your preferred customers likely own other assets.  Writing their auto policy was just your foot in the door.  When completing your DNA checklist (read my previous post!) you better be asking things like "Do you own a home? And if so who is it currently insured with?"; "Do you own a boat or any recreational vehicles like ATV's?"; "Any rental property or seasonal dwellings?" 

These questions are designed to help you cross sell, the easiest way to build agency revenue.  But it also paints a more accurate picture of their insurance needs and more importantly it builds personal rapport and trust, all leading to greater volume, increased retention, and referrals. 

In conclusion, Next Generation Agents are immune to mono-line sickness!  Their mantra is "A package a day keeps the doctor away."