Intro:
“Hello is [name] available?”
     – If not, find out who you are speaking with, spouse? roommate? child?
     – Offer to leave a message
     – Build rapport with whoever answered!  *This could be important later*

“Hello [name] my name is [agent name] I’m with PriorityOne Insurance Agency. How are you today?
     – LISTEN!
     – Respond accordingly

“I was just following up with your online request for an auto insurance quote, is now a good time to discuss your quotes?
     – If negative response, find out why?
         – Bad time?
         – Did not request?
         – Already purchased?
     – Overcome objections!

Verify Info:
“I want to go over the information that I have, in order to make sure I have everything correct.  This allows me to give you the most accurate quote.  The information we get sometimes auto fills to a generic setting, we want to make sure we are tailoring this to YOUR needs.”

“I have your home listed at [address] is that correct?  That is out in [county] right?”
     – If not correct it now.

“It looks like you are currently insured with [carrier] right now?  What has you looking for new rates?  Did you want to keep your current coverage with [limits] and [deductibles]?”
     – If not correct it now.
     – How much are they paying?

“For yourself I have your date of birth listed as [DOB]?  I want to make sure I am looking at all available discounts, is [education level] your highest level of education?  Great!  As far as your driving record goes, I show you listed [violations]?  Are there any other tickets or accidents in the last 3 years?”
     – Update information as needed.
     – At fault accidents go back 5 years.
     – Vocational training can count!  Dig deeper to understand the client.
     – What does the client do?  Build rapport, this is your chance to get to know them each individually.

“As far as your vehicles go I have [vehicle] listed, is that correct?”
     – Update information as needed
     – Any other vehicles?  Motorcycles?  Boats?  Toys?

“Our company works with several top rated carriers, so I’m just running your information though the comparative rater and we will see who is going to come back with the best rates.  How soon are you looking at getting this coverage started?”
     – Get your effective date
     – Find out heat levels now (don’t spend a lot of time with a shopper, need to find the buyers!)

Rapport:
– While the comparative rater is running, build rapport with the client.
– What do they do for work?
– What are their hot-points?
– What do they wish was different about their new coverage?
– How can you be better?

Set up the close:
– Find out the most competitive rates
– If more work is needed schedule a call back time
– If they are looking to buy, SELL IT!

“It looks like [carrier] is coming back with the most competitive rates.  Lets go directly into that carrier and fine tune this to get your final number.  I have not run any reports yet, I just want to confirm that [violations] are correct.  I will need to run a motor vehicle report to confirm your rates.”
     – Find out if there are any additional violations that were not disclosed.
     – Correct any discrepancies now.
     – Use your hot-points from earlier to increase coverage for them.
     – Full glass?
     – Roadside?  Rental?
     – Accident forgiveness?

“Now that everything looks good, I will now run your motor vehicle report.”
     – Gather any missing info

“Your final rate is [premium] which can be paid monthly at [monthly premium] or you can save by paying your full term at [full premium] which saves you [savings] by doing it this way!”
     – Paid in full is great if they can swing it, remind them of the savings.
     – Your down payment may be different than the monthly premium.
     – Set up the initial payment right away.

GO FOR THE SALE!
or
SCHEDULE A PAYMENT DATE CLOSER TO EFFECTIVE DATE

“PriorityOne Insurance Agency this is [name] how can I help you?”
     – LISTEN!
     – Respond accordingly
     – Find out who you are speaking with

“I am glad you called us, where you working with an agent?” 
“Did someone refer you?”
“How did you hear about us?”
     – Find out if they are working with someone, don’t snake other agents clients and/or referrals.

IF

They are working with another agent, or were referred by one of an agents clients:
     – Warm transfer to the correct agent, if agent is not available get a time to call back the client
     – Do your due diligence by finding out what caused this person to call into the office

They are returning a phone call:
     – Find out who last called and warm transfer them to the correct agent

They do not have an agent or referral, or can not provide a name of the agent:
     – Work the account and get the sale!

They are a vendor or other third party:
     – Gather contact info
     – Message a supervisor with info if non client related
     – Await instructions
     – NO SOLICITATION CALLS

They ask to be on the DO NOT CALL LIST:
     – Apologize for the inconvenience
     – Ask if they do not wish to be called now but maybe another time would be better?
     – Ask if they prefer email over phone calls (gather email info)
     – If they do not want to be called, treat that with respect and note the account accordingly

Commons Objections:

I don’t have time…
    – I understand, and I respect your time.  What would be a better time to get in touch?
    – Hey I know you weren’t expecting a call from me right now.  What time tonight would work better for you?
    – I want to make sure we get this taken care of, but I also respect your time.  When can I get back in touch to go over your rates?

I already purchased…
   – Hey great!  I bet that feels good to be done with it.  Who did you end up with?
        – [If they disclose] They are a great company, would you be open to switching if we could put you in a better situation?
        – [if they do not disclose] Hey sorry I don’t want to sound nosey, I just like to know what the best rates are in the area so I can direct my clients towards lower rates as well.
    – Are you happy with the rates you received?  Would you be open to a second opinion to double check any missed discounts?
    – Did you get your coverage started today?  Would you be open to switching if we could put you in a better situation?
GET THE X-DATE!
Schedule a follow up on renewal, leave with good rapport and end with an email with your information
*just in case*

I didn’t request this…
   – I apologize for the confusion, it looks like someone put your information in.  Did you request this a while ago?  Did you fill out a survey?  (get them talking, build rapport)
    – Well I wouldn’t be doing my job if I didn’t at least ask if you happy with your current coverage.  Would you be open to switching if we could put you in a better situation?
    – If they ask not to be called, or decline a quote –
    – Would it be ok for me to follow up around your renewal time?
    – Leave your info, ask for an email, direct them to our site
    – IF NO
   – Do not push it, respect their decision and move on, continue to build rapport.

The price is too high…
    – You haven’t built enough VALUE in your offer.
    – What can you do that other agencies cannot?
        – work for YOU not the carrier.
        – be a contact, be a resource, you are worth it!
        – Give them a direct contact, not a 1-800 number.
        – We actively look at dropping your rate, we have options, we go to bat for you.

I don’t know that company…
    – Give them some background on who you are quoting.
    – These are A rated carriers, I wouldn’t put you in a policy that I wouldn’t offer to my grandma!

I don’t know your company…
    – Tell them who we are!
    – Take pride in what we do, what we stand for!
    – They are asking WHY YOU?  SHOW THEM!  Don’t apologize for working for an awesome company.
    – Direct them to our website, check out our Facebook, stop by the office!

Assume the sale
    – Don’t ask if that is ok, don’t give them an out. 
    – Do not assume they cannot pay that amount EVER.  Let them react to the price.
    – Move right from the MVR to the payment screen.
    – They know the effective date, they know the price, the only one stopping the sale is you.

If they need to wait, find out why?
    – Do they need to wait for a paycheck?
    – Are they still shopping?
    – Is the value not there?

Schedule a follow up for a definite time that you will close the sale.
    – Do not give them excuses or an out, they need the coverage, why not from you?

Key Phrases:
    – We confirmed your premium of [$$$] with a down payment of [$$$] did you want to put that on your card or did you want to use your account and routing number?
    – Your down payment today is [$$$] to get your coverage started and going forward your monthly premium will be [$$$] due on the [DATE] of each month. 
    – I am glad that we were able to place you into such a great policy, do you want to put your down payment on your card or use your routing and account number?

Gather as much information as possible. We not only want to qualify the prospect, but also get the most accurate information to not waste their time or ours.

Drivers: (list all drivers in the household)
Name:
DOB:

Address:
Own/Rent?
How long have you been there?   
    – If under 4 years get previous address.

Previous Policy:
What carrier do they have?
What are their current limits? (do they have a declarations page to send us?)
When does their policy renew?
How long have they had this coverage?

Violations:
Tickets or accidents in the last 3 years?   
    – At fault accidents go back 5 years   
    – Get information on ALL drivers listed

Vehicles:
Year?
Make?
Model?
VIN?

Discounts:
Highest education?
Other Policies?
   – Renters?
   – Homeowners?
   – RV?
   – Motorcycle?
   – Boat?
   – Life?
   – Umbrella?

Schedule a time to follow up:
Best phone to reach them at:
Preferred email address:

What is it?
An SR-22 is a certificate of financial responsibility sometimes required by the state. It is not a type of insurance, but rather a verification that you are maintaining liability coverage on your auto.

Why would I need one?
The SR-22 is required when someone who was involved in an accident or convicted of a traffic offense cannot show proof of financial responsibility.

Common reasons:
   – A DUI or DWI
   – Driving without insurance
   – Repeat traffic offenses or too many tickets in a short period of time
   – A revoked or suspended license

What happens when I get one?
With an SR-22, once you get the insurance, the insurance company will send the documents to DMV. They will get that updated within about a week or so.
You do need to find out with the DMV how long you are required to have that filing, most commonly the time period is 3 years.
Make sure to let us know when you no longer need to carry the SR-22 so that we can update your policy and bump your premium down!

Hi [name] This is [agent name] with PriorityOne Insurance Agency.

I was just following up with you on your online request for some auto insurance rates. I went ahead and sent you an email with some preliminary quotes, but I did want to get in touch with you to make sure we have the right information and make sure we didn’t miss any extra discounts.

When you have a free moment please give me a call back. My direct line here is [phone line]. You can also respond to my e-mail if you prefer to communicate that way. I do hope to hear from you soon and I hope your day is going well. Take care.