Contact all your one-policy customers  

Our associate Frank Herberg, CPCU, agency development coach, passes along this success story.  One of his clients asked an agency employee to do only ONE marketing thing: make HOWDY service calls to a prospect list of one-policy customers. 

During the HOWDY call, the employee mentions the benefits of the agency being the customer’s professional adviser for ALL insurance needs. 

The results have been spectacular from every standpoint.   

The agency has a bonafide prospect list plus specific and measurable sales objectives.  

The agency service employee loves the new assignment because it provides focus and job satisfaction, and she has become increasingly efficient and effective in her approach. 

Customers are WOWED by simply receiving a “how are you doing”, “how are we doing” contact.  And they are appreciative of the information received, especially time and money saving benefits that result from having their insurance with a single source.

The proof of the pudding? 

Frank reports that a high percentage of his client’s orphans are converting to two- and three-policy accounts!  

SIDE LINE:  Frank Herberg says most independent agents do not have new business Prospect Lists for personal or commercial lines when he asks.  It is, of course, the starting point for ALL agents who are serious about expanding their customer bases and GETTING MORE business.