I want to start this episode with a geral theme to work off of. If you don't tell them what you are going to do for them then they won’t know it when they see it and if you don't show them what you did then they won't believe you. 
If I were to ask you why a prospect should buy from you most people would say its because they are a boker and have multiple options with great carriers and can shop the market year after year. 
So why dont you send your clients all the options so they can pick? I bet you would say and rightfully so:

1. It would take way too long to get that many options together.
2. The customer wouldt even know what they are looking at
3. They could choose something that doesn't have the right coverage just to get a better price.

I totally agree but if the value is that they get a one stop shop then why do you only send them one quote? I see it all the time. The agent painstakingly goes over the options and presents the best price and coverage and they still dont win the client. 
The truth is that most sales reps do a really bad job of presenting their client with their value proposition at the beginning of the sales cycle with a statement of “Let me get all of your information and I will see what options I can get for you.”  You assume they know what you do for a living and that you have multiple carriers. If that is how you explain what you are going to do for them then you might as well have multiple options from one carrier. Couple that with calling them back and presenting just one option then what do you expect them to do? 
The real value is telling the client the benefit of working with you is that you are going to run the quote with multiple carriers and see what options come out best. Even state the carriers you are going to check with. By letting them know that you are checking 5,10, 15 carriers in their mind they don't need to keep calling. Now pair that with presentingseveral options and having justified reasons for the coverage and price differences and now you have a marketplace they get to participate in. 
Remember if you don't tell them what you are going to do for them then they won’t know it when they see it and if you don't show them what you did then they won't believe you. 
When I am shopping for a new cell phone I pretty much know what I want but I like to look around a bit and certainly when I go into the store I take 20 minutes to an hour just touching them taking pictures and scrolling through the screens to what else is out there. I want to make sure that what I came for is really either the best or the best value for me. But its not until I get to get my hands on them until I am certain that what I came for is right. 
Could you imagine going to a car dealership and there are no cars on the lot up front but you can see them all in the back with different colors and sizes. So you know there are options but the sales person wants to ask you some questions first to get to know you better. He asks about your family size, how far you drive, and what your hobbies are. He may even have you tell him your favorite color. After all of that he walks you to a room with your name on the door. That's odd right but pretty cool. This person is taking their time to butter you up. When you walk in the door the only thing in the room is a car and a table and two chairs. He walks you around it and shows some features and even highlights how it meets the needs he asked you about earlier. Its even your favorite color. He walks you over to the table and says have a seat. He then shows you the price and a finance contract and says “So what do you think? Let's get started on the contract and you can take it home today”  
Of course your response would be dumb founded “What do I think about what? I came here to walk the lot. This might be the car I buy. Certainly it checks off all the boxes but I don't know what else is out there unless i can see what there is.” 
Effectively this is what you are doing to your client. When they say they need to talk to their spouse they are effectively saying “I need to see what else there is.” They are saying “I believe you believe this is best for me but I just need to check around a bit more before doing anything.”
Its critical that you tell your client that you are shopping multiple carriers for them and they get to pick. I recommend following that up with presenting three options. Next week we will go over how to present in threes and its not always a high low middle price thing either. Presenting in threes allows you to show value but also allows the client to ask questions between the different options and really understand what they are getting and losing. 
Do not forget. If you don't tell them what you are going to do for them then they won’t know it when they see it and if you don't show them what you did then they won't believe you. 
I appreciate you listening and join me next week where I will show you exactly how to present your quotes in threes. Get after it.