6 posts found
04/24/2023 · 5 min read
Real retention runs on five systems: a mid-year check-in around month six, a three-call claims touchpoint sequence, an annual coverage review (not just a quote), structured referral asks, and automated CRM touchpoints. Make every step an owned, scheduled task, not wishful thinking at month eleven.
04/12/2023 · 5 min read
Gratitude is a P&C retention system, not a feeling. Run five plays: handwritten notes, same-day referral acknowledgments, gift cards tied to claim experiences, milestone check-ins between renewals, and a 48-hour post-bind confirmation call. Trigger each one inside your CRM.
11/01/2021 · 6 min read
Genuine client relationships retain better than scripted touchpoints. Hire for warmth, capture specific client details in your CMS, and use them in every call (the lake cabin, the new house, the kid's wedding). The data system supports the relationship, it doesn't replace it.
11/01/2021 · 6 min read
Likeability is built, not inherited. Four learnable behaviors drive it: genuine interest in the prospect, finding real similarity, pairing warmth with competence, and consistency across every interaction. Each one moves close rate, retention, and referrals.
07/09/2021 · 5 min read
Top P&C agents stop selling and start understanding. They lead with questions about the prospect's life, not their coverage. Defenses stay down, the prospect articulates the need in their own words, and the close, the policy size, and the referral rate all climb.
06/11/2021 · 6 min read
Play the hero role with insurance clients by leading with discovery (not quotes), being proactive about coverage gaps before renewal, showing up advocate-style at claim time, and owning the client outcome. Heroes get the referrals and the retention. Order takers get the price shoppers.