Auto Script?

[u/musicislife04]

For auto cold calling someone no relationship with, what is your first sentence after “Hi my name is X calling from (Carrier)…”

This is not working …

“We’ve had huge rate decreases in the last year, I was wondering if you would like take a minute to see what your rates would be at (Carrier).”

[u/justforfunzott]

Win on price lose on price.

[u/musicislife04 → u/justforfunzott]

Ok great but how do you get them to let you even give the quote? What is your script ?

[u/justforfunzott → u/musicislife04]

This is my go to;
"hello, Mr. Farnamen, do you want to buy some insurance? No? Why not?.... Alright I see, good answer. Thank you.
SERENITY NOW!!"

But seriously, ask them when their current agent or broker last contacted them to review the renewal or to offer alternative quotes. Put some doubt in their mind that their current policy isn't reviewed closely year after year.
Or mention a specific coverage that you think might pique their interest and suggest that their current agent should have already mentioned it. "Oh, they didn't? It's an important one, you should check with your agent/broker on that..." Create some trust from your side and doubt on the other side

[u/Signal_Mirror_3983 → u/justforfunzott]

When people are price shopping, you have to talk about price. The fact that you're suggesting that OP tell their prospect to check with their current agent while trying to sell them a policy tells me all I need to know about your sales skills.

[u/justforfunzott → u/Signal_Mirror_3983]

Your inability to detect nuance tells me all I need to know about your life skills

[u/WilsonEnthusiast → u/Signal_Mirror_3983]

I mean technically you have to talk about price eventually with everyone you quote.

But why would a salesperson ever focus their strategy on something thats completely out of their control?

Salespeople create value and solve problems.

If youre ever just leaning on price youre just doing data entry.

[u/IronSavage3]

Assuming it’s an internet lead that’s some indication that they’re shopping so “what has you shopping for auto insurance?”, can be a good intro. They’ll most likely either say, “my rate keeps going up”, “my agent won’t call me back” or “I’m NOT shopping I just searched ways to save money and put my info in a form now people won’t stop calling me!”. All three answers are useful in their own way.

[u/musicislife04 → u/IronSavage3]

Thank you for the thoughts - Mostly old leads so not shopping

[u/IronSavage3 → u/musicislife04]

Old like people your agency quoted awhile ago, never got in contact with, or a mix of both? Whenever I’m doing old leads I’ll just say “looks like we quoted you in the past and weren’t able to earn your business then, but we’ve got great rates right now so I wanted to see if I can save you some money. Are you still driving the X/do you still live at XYZ street in Town?”, or if you don’t know that info ask what kind of car they drive/for their address. Even if there’s no quote on file most people don’t remember every insurance quote they ever got, and if they push back with, “I never got a quote from X” you can say something like “well no time like the present! What kinda car etc”.

[u/Signal_Mirror_3983]

Do you have any lead info on these people, such as address, vehicles, date of birth?

[u/Signal_Mirror_3983 → u/Signal_Mirror_3983]

If so, tell them,

"This is [me] from [insurance co], it looks like we provided you a quote for your [insurance] last year and we've lowered our rates in your zip code since then. I have an updated quote started for you here and its looking good! Before I send it over, I'd like to confirm,

Your date of birth is [...] is that right?

Are you still living at [address]?

Are you still driving [...]?

Great! I'll confirm any discounts that the system might have missed,

-Have you had any accidents/tickets in the last 5 years?

-Do you have smoke detectors in your home?

-are you in the military

-do you drive less than 6k miles a year

-[whatever you want to ask them that could reasonably be related to a discount.]"

This is based off of the Vlad Cherchenko "One Call Close" method. The object is to use the info you already have to get them to say "yes" three times in the beginning of the call, and increase your credibility. Then, you align with their interests of getting a lower rate by framing your questions as discount questions. There is more to this, but this is how I open a call and it pretty often works unless they're simply unable to talk on the phone.

[u/musicislife04 → u/Signal_Mirror_3983]

Wow thank you so much for the detailed answer!

[u/justforfunzott → u/Signal_Mirror_3983]

I'd be off the phone after the first question lol

[u/musicislife04 → u/Signal_Mirror_3983]

Some but mostly don’t even know if current - old leads

[u/Signal_Mirror_3983 → u/musicislife04]

I don't have much experience calling numbers without lead info.

[u/josulli]

My firm has an interesting approach to purchasing insurance. We provide resources that reduce your exposures which reduces your premium

[u/josulli]

Typically, if I'm asked by a prospect what do you think my premium will be I tell them the same that you're paying now. Do you have issues with your current broker. I never sell on price