Medicar Businesses to call

Objections, What to Say

Resently Canceled Customers

We are changing the way we are going to handle those customers that have been recently canceled.

We have tried several different ways over the years, but we have found our strongest success comes from actually calling these people.

We do get a lot of “Old Customers” re starting their insurance, but the most likely are those that were recently canceled. I have found that often they will claim that they did not know their insurance stopped.

Call each one, if you cannot get them to make a payment over the phone, but they say they are "Interested" then send them a quote and put the QuotePro sheet in with "Follow-ups" as we would with any person that expressed interest in starting insurance.
If we can not reach them by phone but we do see they have an Email address then send them a quote by email..

The idea when making these calls is to stress the idea of a payment being necessary to “Get their insurance back in force.” I have found that saying “WE need to start a new policy for you,” is not as effective. People think they wasted the money they paid before. Yes we know it’s a new policy, but we are selling this as stopping them from driving without their insurance. Stress “Keep your coverage going” rather than Start over.

Calls to Make

Call each of these quotes from yesterday.
See what our best offer was, and again offer that to them over the phone.
The Idea is not just to give out "Quotes" but to Sell Insurance!
If the person is not at home:

1. Leave a message that is clear, and has our phone number stated twice.
2. Give the person a reason to call us back by saying something like, “This is Your Name, I’m calling you back about you’re the car they want insured. I can get your insurance started for just Our best down payment. Call me I might have a way to get an even lower rate”.

If you can speak to them:

1. Make sure you give our best offer.
2. Ask for the sale!!! Start taking the app., don’t wait for them to ask you. You ask them “Do you want to start this with a credit card, debit card or a check?”
3. If you find them at all interested, but they do not jump to start the coverage, try to transfer the call to Larry or Judy. Tell them “ let me transfer you to my manager, to see if there is any better offer they can make to you”
If you can’t start the policy but get a “promise to pay” then mark that on the face sheet along with the follow up date, and then put that in with the Follow-ups. If you cannot get the order started or a promise to start, and we have spoken to or left messages twice, then toss it out.

Additional Follow up information

Follow Up
And contact with potential customers

If they phoned us.

1. We talk to them at the time they call.
2. We send a quote in the mail
3. We call them the next day
4. 6 months & one year later, we send them a post card.

If they contacted us by Web.

1. Lead source sends instant auto responder “ An agent will contact you shortly”
2. If “Urban Web” Auto responder says “Thank you for contacting Urban, An agent will contact you shortly”
3. We call them, either reach them or leave message.
4. We Email them
5. We send them a written Quote via mail.
6. The email system automatically sends them a follow-up email the next day.
7. We call them for a second time.
8. 6 Months later The email system automatically sends them a follow-up email
9. 6 months & one year later, we send them a post card