Market home-auto to business clients 

Do you have a business process to sell personal lines to your small business customers?  If not, why not?  How about life and health insurance?  If not, why not?  Mining the gold in your customer bases is a simple way to build your agency. 

Mining tools 

. Contact package   

Enclose your agency brochure, business card, and postage-paid BRC card.    

. The Letter  

 Keep it short and snappy.  Make sure it has a P.S. invitation to visit your   Web site. 

. The BRC card  

Make sure it includes check-offs for fatal alternatives such as:     

YES, contact me about personal insurance.    

My auto renews ____________

my homeowner’s renews ______________  

. _____ Let’s set up a life insurance appointment  

. _____ Let’s set up a disability income appointment  

. _____ Appreciate your interest, but I am all set for now    

 . _____ Call me. I have a business insurance referral for you. .

Non-Replier Follow-up 

Make an informal “how’s it going…just checking in to see if we can help in any way. Oh, by the way, did you get our mailing about home and auto insurance recently?” Follow-up telephone calls can boost X-Date leads by 10 to 20 times overdirect responses from mailings. 

. How often should you cross-sell business clients? 

Once a year for as long as you have the business insurance account, unless theowner or manager of the business says stop.  The one constant is change!