selling strategies

We've been in the specialty insurance business since 1952, and during that time we've learned a great deal from agents like you: What works. What doesn't work. And how you can make the best of each sales opportunity.

Seven ways to sell better

1. Sell value, not just price. Customers who buy on price alone will leave you as soon as they can find a lower price somewhere else. That's a lot of work for not much long-term gain!

When you sell the real value of a policy, your customer is more likely to depend on your professional advice and seek you out when purchasing other insurance products. It's the difference between a quick sale and a long-term relationship.

2. Make it personal. Show how the policy will benefit your customer on a very personal level. Demonstrate the real-world value of superior coverage and claim service.

Many customers don't realize that a small coverage decision can save them thousands of dollars at claim time if there's a loss. Help them understand the link between policy terms and their own bank account. Ask questions about their home and personal property. This will help you go beyond intangible concepts and show the concrete reality of insurance coverage.

3. Be a problem solver. Many homes don't qualify for standard or preferred homeowners insurance because of age, value, condition or other underwriting reasons. Foremost gives you the power to solve these problems and satisfy your customers so they don't have to shop around elsewhere. 

Problem solving takes many forms. For instance, Foremost's Dwelling Fire program has no limits on the age of the home. And Foremost Classic CL even accepts some customers with bankruptcies. We also have solutions for older homes, row houses, vacants and even homes under renovation.

4. Talk about claims service. Research shows that most insurance buyers understand the importance of good claim service. Chances are, they've had some kind of loss in the past and are sensitive to this issue.

Foremost has a well-earned reputation for fast, fair claim service in the specialty insurance industry. In survey after survey, more than 90% of our customers say they were "satisfied" or "very satisfied" with the claim service they received. Our claim adjusters - located in towns throughout America -give your customers the priority service they deserve.

5. Be flexible. Most customers don't want a "once-size-fits-all" solution. Demonstrate how you can customize a policy to meet their individual situation. Adjust the coverage limits or deductibles as needed. Add or delete optional coverages. Requote the policy if that makes sense.

Foremost wants your customers to be happy with the insurance they purchase. That's why we go out of our way to offer special features and options to meet their individual needs.

6. Stay in touch. Customers need to hear from you on a regular basis - not just at renewal time or when a bill is overdue. Be aware of important changes in their lives, such as the birth of a child or a retirement. Send a birthday card or holiday note to remind them that you care. If you haven't heard from a customer in a while, give them a quick call to review their coverage levels. It's your personal attention and caring attitude that will keep customers coming back year after year. A small thing, such as a friendly phone call, can make a big difference when they're tempted to shop around for another source of insurance. Just as important, satisfied customers will reward you with referrals from friends and relatives!

7. Use your time wisely. The more hours you spend on paperwork and administrative duties, the less time you'll have for direct customer contact. Don't let it gobble up the time you need to develop a broad base of contacts in the local community. Experience shows that one hour spent with a mobile home park association or realty group could generate far more new business than a full week of office work. 

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