Well, if you read the title, it says “deliver policies.”
Since most policies are mailed directly from the insurance company, you may not deliver. So, we have to back up and follow up right after we know your client received their policies. This includes both new and renewal clients.
Your purpose is to:
A. Show you care
B. Create opportunity to make sure your client writes no check to any other agent or insurance company you don’t control.
C. Build a cause for handshake introductions/referrals to future clients
1. Put your client’s policies in a nice folder or binder or deliver electronically/CD/DVD.
2. Include “owners’ manual which highlights your claim process, service team, performance agreement, and whatever else you deem proper for that specific client.
3. Include any material you use to work with introductions/referrals. If you cannot get a handshake introduction, but are able to get referrals, show the specific process you follow.
“Here’s the process I use to contact folks you who you recommend to me. I send this photo referral card. (your photo) Note the space for your endorsement and signature. I enclose the card with this letter. How does it look to you? Would you feel comfortable if we sent these materials to some people you know? When you get agreement, “I’ve done some homework and put together a list of people who work within one mile of here and also a list who are in industries that complement yours. Any of them familiar to you? Is there anyone else we should put on the list?
Make it easy for your clients to offer referrals/introductions. Get them thinking by showing them business names. Then make them comfortable by showing how you’ll use their name.
Like anything else in selling, follow a process for success.