From ITC Agent Conference 2016... Selling a policy is more than just presenting a quote. Learn the techniques successful agencies use to close the sale.

1. Quoting Techniques
Techniques Successful Agencies Use
AnMarie Bozick, CIC
Comparative Rating Product Manager
#AgentCon16

2. Successful Quoting Techniques
Monitoring the
Journey
Touch Points Actual Experiences
Customer Journey
Map

3. What is Successful?
Increased Revenue
Premium Written
Policy Count
Quote Volume
Continued
Growth

4. Quote Performance
Increase of 50% in quote performance can lead directly to a
15% improvement in conversion.
Source: Forrester Research

5. Where It Begins
I want a quote
. . . . . . . . . .or does it?

6. Requesting a quote
and finding policy
information are the
two most difficult
tasks among
insurance buyers.
Source: JD Powers & May 2013
Needs to be Easy

7. Customer Journey
Evaluate
Obtain quote, learn about
coverages, value
proposition and more.
Buy
Purchase policy.
Discover
Find and learn about
agency.
Renew or Leave
Client may shop around,
but decides to renew.
Advocate
Refers agency to friends,
family and colleagues.

8. Examples of Customer Journey Maps

11. What Are TouchPoints?
Areas of Interaction
• Lead source
• Method used to contact
the agency
Friends and family
Third-party referral
Website
Social media
Phone
Retail (walk-in)
Email
Consumer rater
Web form

12. TouchPoints
Friends/Family Referral
Third Party Referral
Website
Social Media
Phone
Retail (walk-in)
Email
Consumer Rater/Carrier Portal
Web Form
EvaluateDiscover

13. TouchPoints
Friends/Family Referral
Third Party Referral
Website
Social Media
Phone
Retail (walk-in)
Email
Web Form
EvaluateDiscover
Consumer Rater/Carrier Portal

14. Multiple Carrier Portals

15. TouchPoints
Friends/Family Referral
Third Party Referral
Website
Social Media
Phone
Retail (walk-in)
Email
Web Form
EvaluateDiscover
Consumer Rater/Carrier Portal

16. Online Comparative Rater

17. Actual Experience

23. Actual Experience
Friends/Family
Third Party Referral
Website
Social Media
Phone
Retail (walk-in)
Email
Consumer Rater/Carrier Portal
Web Form
EvaluateDiscover

24. Streamline Your Quote Process

25. Actual Experience #2

29. Actual Experience #2
Friends/Family
Third Party Referral
Website
Social Media
Phone
Retail (walk-in)
Email
Consumer Rater/Carrier Portal
Web Form
EvaluateDiscover

30. Third Party Referrals
Friends/Family
Third Party Referral
Website
Social Media
Phone
Retail (walk-in)
Email
Consumer Rater/Carrier Portal
Web Form
EvaluateDiscover

31. Integrate TouchPoints
Third-party referral
• Car dealerships
• Mortgage broker
• Real estate agent
• Banker
• Lead generator

32. Integrate Touchpoints
Third-party referral
• Car dealerships
• Mortgage broker
• Real estate agent
• Banker
• Lead generator

33. Review Touchpoints

34. Monitoring Touchpoints
Friends and family
Third-party referral
Website
Social media
Phone
Retail (walk-in)
Email
Consumer rater
Web form

35. Monitor Lead Source

36. Monitor Data Quality

37. Monitor Contact Method

38. Monitor

39. Thank You
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