Why Bundling Insurance Sales Can Transform Your Business and Help Your Clients

On the latest episode of Insurance Business Babes, hosts Kathe Kline and Joanna Wyckoff sat down with Kari Harvey from Physicians Mutual to shed light on one of the most effective – yet often overlooked – strategies in the insurance industry: bundling sales. Whether you’re a seasoned agent or just getting started, this episode was jam-packed with actionable tips to boost your income and deliver more comprehensive value to your clients.

What Is Bundling and Why Should Agents Care?

Bundling, as Kari explained, involves offering clients a package of multiple insurance products during one sales appointment rather than trying to cross-sell them at a later date. For Kari and many successful agents, a typical bundle for Medicare-aged clients might include a Medigap plan, dental coverage, cancer protection, and final expense insurance. The key is to mimic what people are used to from employer benefits – then fill in the gaps they may face in retirement.

Offering the bundle right at the start of the appointment, rather than as an afterthought, is crucial.

“If you're not talking about it in the first five minutes, you're not going to sell it in the last five,” Kari emphasized. When you lead with a needs analysis and ask clients what coverage matters most to them as they transition, you’re not selling – you’re helping.

Tactical Tips for Streamlining the Appointment

Kari’s approach is all about efficiency and confidence. She recommends segmenting your presentation into 5-7 minute blocks: start with understanding needs, move into education, then present the package as a seamless “set it and forget it” solution. Rather than overwhelming clients with line-item visuals of every product and price, Kari bundles the offer and describes in clear language how all their important concerns will be covered for one monthly premium.

Cross-Selling to Existing Clients: Maintaining & Growing Your Book

The episode also explored how to continue serving existing clients through annual reviews. Even if the initial sale wasn’t bundled, Kari and the hosts discussed ways to revisit needs by introducing new products (“I have a new product I’d love to show you…”) or sharing real-life examples of how certain coverage, like a cancer policy, has helped other clients.

The Big Takeaway

Bundling is about solving the whole client’s needs in a way that increases retention, cross-sale opportunities, and overall satisfaction. As Kari put it, “You are the only person who can protect your book… you have to be the solution to all their insurance needs.” For agents looking to make a bigger impact and income, bringing up additional coverages early and confidently is a must.

Hungry for more strategies and real-world insurance success stories? Catch the full episode of Insurance Business Babes for more gems from Kari Harvey and the team!

This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.