How to do Renewal Calls the Right Way
In today’s episode we discuss the importance of being proactive about renewal calls. We talk about the importance of preparing your team, helping them gain control and tracking who you talk to.
We all know that the biggest sources of new business are your old customers – so why not take advantage? Renewal calls are an excellent way of cross-selling and renewing a discussion about prices; it’s a good time to offer discounts, give people options and improve coverage. Make sure your team is prepared and trained when it’s time, and consider emailing an application rather than a quote.
Working in an agency may feel like playing firefighter everyday – there’s one emergency after another and we’re always in reactive mode. Making renewal calls is a great way to get ahead of the fires: you’re setting the tone for the next year with your client. Make sure to keep the process streamlined with a checklist, script and training your team. It may take some getting used to, but remember that after 60 days your team will feel much more confident and in control.
In this episode we discuss:
- The importance of renewal calls
- Taking control of your team
- How to streamline the renewal call process
- How to talk about prices
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Feel free to contact Kelly with questions.
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Kelly Piro-Donahue is a game changer in the insurance industry. As the Founder and President of Agency Performance Partners and Co-Founder of the sister marketing company, Agency Appeal, she’s an in-demand speaker at regional and national insurance conferences and a social media and digital marketing trailblazer. In her years of consulting, marketing, training, and public speaking, she’s worked with more than 1,000 insurance agencies of all sizes, as well as with noted industry organizations throughout the U.S. and Canada, earning accolades like “insurance visionary,” “a total rock star” and “the real deal.”
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