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Sometimes cross-sales fall in your lap. “Do you guys also do life insurance?” Beautiful thing, huh? Most of the time though, you have to work hard to make it happen. I’ll assume you’re already good with the ones that fall in your lap, today I want to give you a bunch of ideas for making cross-sales happen. So I did a little “brain-dump” and came up with  29 different ways you can cross-sell more in your insurance agency . If you get an idea or two please share this resource with a colleague and if you have ideas to add let me know in the comments below. 1) Know the Two Types Did you know there are two distinct types of Cross Selling situations? Prospects who already own the product -  These people already bought the coverage from a competitor but you’re trying to get the business with your agency. The key with them is repetition, collecting the x date, good follow-up and selling the benefits of your agency. Prospects who DO NOT already own the product - ...

What do computers, monkeys, and my 3 year old daughter all have in common? They can all sell insurance on price alone. A professional insurance salesperson (like you)  must  be able to connect with prospects and help them understand and internalize the  value  of the insurance you’re selling . If you only sell insurance on price, you will eventually be replaced because: There will always be another company with lower rates. When people buy from you just to save money, they’ll leave just as fast. A call center employee can quote more people faster and cheaper than you. A website can give millions of quotes per second even faster and cheaper. I’m not an idiot. I know that price is the primary driver of insurance sales. But I also know that selling on price alone will be the downfall of you, your agency, and the entire agency sale model. Here’s 14 tips you can implement today to sell insurance on value.  Not one of these tips takes more than a li...

Selling insurance is different from selling everything else. Insurance is one of the most expensive things people buy and they can’t see it, touch it, or hold it. You’re selling ideas. You’re selling trust. You’re selling promises. You’re selling yourself. This is such a huge challenge that most insurance salespeople quit in the first 2 years and many agents are afraid to hire inexperienced salespeople. I hate to see young producers fail and even more, I hate seeing agents miss out on the largest pool of cheap, passionate, and open-minded talent. That’s why I created this resource. To help young insurance salespeople be successful and encourage hiring agents to consider young and inexperienced applicants. If you know a young insurance salesperson please pass this article along to them. And if you are one: Follow these 21 tips to be an inexperienced but insanely successful insurance salesperson: 1) Dress More Professionally Obviously, if you dress more profes...