We asked our Regional Sales Managers for their top tips for boosting a broker’s GI conversion, and this is what they said
1. Please don’t leave it too late in the sales process.
Many brokers finalise the mortgage application, then life protection and then finally ask about home insurance as an afterthought. This is often too late as the client may have already sourced it online. Instead, move GI to the beginning of your process and talk about it when completing the mortgage application.
2. Sell yourself before selling a product
Build rapport with your customer so that they know they can trust your advice. Research has shown that people are more likely to buy from a source they trust. So make connections with your customers and they’ll respond more positively to your sales pitch.
3. Know your products
No blogs or FAQs can match the advice brokers provide, and it’s your USP versus the price comparison websites. Make the most of that advantage by keeping up with any changes in the industry, claims trends and products updates. The more knowledgeable you are about home insurance, the better you’ll be able to differentiate yourself from other channels.
P.S. We can help with that. Check out our Learning Lab for a range of resources.
4. Spread the word
One of the most important things is letting your customers know about your services by keeping in touch through marketing. Make regular contact with your existing customer base to remind them of your services so that you’re front of mind if, and when, they need a broker.
5. Make it a habit
To make something a habit, you have to make it part of your day-to-day. Introduce GI to every customer and you’ll soon see the take-up increase and your commission income will grow. You can complete a GI illustration in 10 minutes. It really is minimum effort for maximum reward.
6. Use GI as a reason to contact your existing client base
Have they been with the same insurance provider for more than 2 years? Then now is the time to quote! You could provide your client with a better deal that covers them for what they need.
7. Cleanse your data regularly
Carry out a client review to find out the following:
- Who is your client currently insured with?
- What premium is your client paying?
- When is your client’s renewal date?
With this information, you have the facts required to prepare a comprehensive and attractive alternative illustration!
8. Request a copy of their existing policy
When you’re providing your customer with their end of deal/re-mortgage/additional borrowing illustration, also quote them for all of their protection needs. Request details of their current home insurance policy and highlight the differences between their existing cover and your illustration.
9. Paint them a picture
Sometimes people need to hear the “worst-case scenario” to understand the need for adequate insurance. Paint a picture for your customer, “what would happen if…?”, then provide reassurance that you can provide protection for the scenario.
10. Help them self-assemble their products but with you as their guide
Clients often miss valuable additions to cover, such as personal possessions and home emergency cover. You can help them tailor their cover to suit their specific requirements. Use the information you’ve gathered from the mortgage application to identify what they might have missed.
Looking for more help to boost your GI sales, then download our latest eBook P.I.T.C.H.
We all know that the best sales results come from great pitches, which is why we’ve put together a simple framework for you to follow – P.I.T.C.H.
Our latest resource covers:
- When your clients are most receptive to a GI pitch
- How to carry out a client fact-find for home insurance
- How to prepare to counter your client’s objections
- Having a stringent sales process for every client
