✨Potions Class: Brewing Value
A promise of the value to be delivered to the member that helps us stand out and connect with them based on their wants and needs.
What is: "Value Proposition".
The primary word used to describe the financial incentive a member receives for adding multiple policies.
What is: Discount (or Savings)
Bonus Points: Multi-Policy Discount
An example of a phrase in any rebuttal that shows the member you hear them and understand their concern.
What is: "I completely understand but…", "I hear you however…", "That makes sense but…" (or similar phrase)
A technique used when the agent immediately assumes the member is ready to purchase by discussing the necessary information confidently and assertively
What is: Assume the Sale
An example of a phrase that helps indicate you are going to be providing the member something of value.
What is: “What this means for you is...” “You’ll be gaining...” (or something similar)
These types of members are significantly more loyal and likely to remain with AAA for years to come.
What is: Members with multiple policies.
As an agent, overcome "I need to think about it".
What is: Asking specifically what they need to think about. For example, "Is there anything I need to clarify that you are taking the time to consider?" (or something similar)
An example of a more assertive closing technique, assuming the member is ready.
What is: To lock in this rate and get your coverage effective today, I'll just need to collect the down payment. How would you prefer to handle the initial payment?" (or similar question)
A technique of connecting a policy feature (like roadside assistance) directly to the member's life (like their long commute).
What is: Relating to their needs.
An example of a successful bundle offer completed before the price is revealed to prevent price objections before they can even be said.
What is: "I’m building this as a total protection package to ensure you get our maximum member discount right out of the gate." (or similar response)
As an agent, this is the strategic best moment to revisit the multi-policy discount, especially if the member finds the initial single-policy quote too high (or simply isn't interested).
What is: When managing the member's objection.
The most effective steps in setting the next event if the member can't immediately purchase.
What is: Pick a date, time, and offer to set up a call-back, followed by emailing the quote and your contact information for easy access. The final step is to follow-through!
An example of a sentence designed to shift the member's attention from 'How much does it cost?' to 'How much is it worth?' by highlighting our superior protection and service.
What is: "If you needed to use this coverage tomorrow, wouldn't you want to know you had the best?" (or similar phrase)
An example of an assertive question you can use to pivot the conversation from a single policy (such as auto insurance) to Bundling.
What is: "While we're looking at your auto insurance, have you considered how much more you could save by bundling it with your homeowners/renters insurance for a multi-policy discount?" (or similar response)
The strategy used when a member states their current insurance is cheaper, that helps highlight the differences in coverage and service to manage their objections.
What is: The "Apples-to-Oranges" comparison. (or building value)
These types of closing questions: “What do you think?” “What are your thoughts?” “How does this sound?”
What is: A weak/poor closing question.
An example of how to respond when a customer expresses concerns about customer service with their current provider.
What is: “Here at AAA, we value your time. We prove this by quickly providing customer service and a smooth claims process that out ranks many other providers.” (or similar response)
As an agent, respond to a member who is asking for other discounts, after having applied the multi-policy one.
What is: “We can try to lower your price by bundling your home with Smart Home Security, as this gives you a $1,000 dollar deductible reimbursement and a security discount on your home.”
Bonus (if SH was incl.)/Half Points: Student discount, Safe Driver certificate, UBI, Multi-Vehicle Discount, etc
An example of a question you ask to find the true barrier after you've already handled the price objection once.
What is: "Other than the price, are there any other concerns holding you back?" (or similar final-barrier question)
An example of an effective closing question used when the member is provided multiple options/coverages in regards to the quote(s).
What is: “Which of these options works best for you to get this policy started?” (or similar closing question)