In this episode of the Ridiculously Amazing Insurance Agent podcast, host Kelly Donahue-Piro brings you a mashup of her 3-minute videos. Kelly discusses her four cross-selling strategies. She details expert ways to cross-sell in new businesses, at renewal, for inbound service calls, and when making outbound calls.

Episode Highlights:

• Kelly shares the first strategy, which is cross-selling at new business. (1:17)
• Kelly mentions why cross-selling a new business could be your biggest opportunity. (2:33)
• Kelly explains the second strategy, which is cross-selling at renewal. (5:51)
• Kelly outlines the steps to take when doing renewal review calls. (7:41)
• Kelly shares the third strategy, which is cross-selling inbound service calls. (13:14)
• Kelly explains the two obstacles that people get themselves into when it comes to cross-selling inbound service calls. (13:50)
• Kelly gives us the final strategy, which is making outbound calls to modeling clients. (17:05)
• Kelly mentions why every agency should have some form of an outbound strategy. (23:32)

 

Key Quotes:

• “If we can get to four policies for every single client...at least educating them, informing them, quoting them and selling them. That's the holy grail of retention as well. But, start with a mindset to go into every policy identifying them.” - Kelly Donahue-Piro
• “Renewal represents a time where people are thinking about their insurance, which is why it's a great time to do those renewal review calls. Now, you could do renewal review calls just to your modeling clients to try to get that other line. There's no shortage of ways to do it.” - Kelly Donahue-Piro
• “We definitely have to slow it down, we definitely have to take our time. And, most importantly, we have to look, educate and encourage on those inbound service calls.” - Kelly Donahue-Piro

 

Resources Mentioned:  

• Kelly Donahue-Piro LinkedIn
• Agency Performance Partners