January 18, 2024

Throwback: When to Present Your Proposal to a Prospect

31 minutes

Please .... do not be one of those insurance agents who have no strategy or process when it comes to presenting renewal quotes/proposal to the prospect! If you do that, you're more likely to lose than win. Why? Because, if you do that you're wingin' it and throwing mud against the wall to see what sticks.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you some options to consider to put you in a stronger position to win the business at the time you present your proposal, even if you can't get the signed BOR.

Episode Highlights:

Charles explains that many consumers do not make the decision to switch to a big provider with a single signature on a piece of paper. (5:40)

Charles discusses how to determine the best timing to offer a quote to the insured. (7:26)

Charles discusses the benefits of presenting a quote proposal to a prospect a week or two before the renewal date. (10:29)

Charles explains that submitting a renewal quote is a competitive bid situation, and it's war, and you must put yourself in a stronger position. (18:44)

Charles mentions that he prefers to give a quote within 10 days because most carriers have a Broker of Record letter policy that states that if something is not received within 10 days, the new agent will not be paid. (20:16)

Charles explains why you should not send your quotes to the insured by email and then let them decide. (26:14)

Charles mentions that many insurance brokers will present their proposals, but they have no knowledge of how the insurance buyer decides which quote to go with. (27:54)

According to Charles, millionaire insurance producers are professionals, they are strategic and have processes and systems which they follow for a reason. (29:19)

Key Quotes:

“Do not ever send your quotes to the insured by email and then let them make a decision.” - Charles Specht

“A lot of insurance agents will offer their proposal, but they have no idea how an insurance buyer goes about to actually deciding which quote to go with.” - Charles Specht

“I'm telling you that one of the more foolish things you can do is not having a step by step process or strategy for presenting your proposal to the insured right before their renewal window. If you don't have the insurance buy-in, you are hurting yourself. And I don't want you to do that. Why? Because you're better than that.” - Charles Specht

Resources Mentioned:

Reach out to Charles Specht

Permission Network Insurance Agency, Inc.

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By Charles Specht

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