Stop 6 of 8 · Weekly
Cross-selling from the book
The book export read for the umbrella and life conversations already sitting in it, each with the reason and an opener that survives review.
The book already knows
Ramy's book has around 1,400 policies and roughly a third of the households hold exactly one. Somewhere in that file is a client with a rental duplex and 100/300 auto liability, a client whose sixteen year old was added to the policy last month, and a client who bought a house in March and has never been asked about life cover.
None of that is a mystery. It is all in the export. It is just that nobody has time to read 1,400 rows looking for it, so the conversations happen when the client raises them, which is usually never.
The trigger list, not the wish list
A candidate needs a reason that comes out of the client's own file. That is what turns the call from a pitch into a service review, and it is also what keeps the message on the right side of a compliance read.
| Trigger in the file | The conversation it opens |
|---|---|
| Rental unit, pool, teen driver, low liability limits | Personal umbrella review |
| Recent home purchase, new auto on a young household | Life and disability review |
| Commercial policy with a sole owner | Key person and buy-sell review |
Attached is my book export, redacted to row numbers and ZIP codes. Inside the Agency Project, produce two lists. List one, personal umbrella: households where the file shows a rental unit, a pool, a teen driver, a business use flag, or auto liability at the lowest limits on file. List two, life: households with a home purchase in the last 18 months, a newly added young driver, or a commercial policy with a single owner. For each row give the row number, the one reason taken from their own data, and a two sentence opener that asks a question about their exposure. Do not recommend a limit, a product or an amount. Skip any row where the data does not support a reason, and tell me how many you skipped.
Here are the openers you just wrote. For each, tell me whether it is a question or a recommendation, and rewrite any that reads as a recommendation. Then list under "Verify against the policy form" every coverage line I would have to check before I could say it on the call.
Turn the top ten rows into a single agenda I can use on a fifteen minute annual review call: the three questions I ask every client, then the one question specific to that household. One page, one block per household.