​Selling insurance is different from selling everything else.

Insurance is one of the most expensive things people buy and they can’t see it, touch it, or hold it.

You’re selling ideas. You’re selling trust. You’re selling promises.

You’re selling yourself.

​I know a few agents who hate asking for referrals because they’re afraid of bothering clients or asking for “too much”.

I understand the mentality, but it’s wrong.

When you make it easy and risk-free for clients to refer your agency, you are doing them a favor!

Why is that?

Because referrals are social currency. We all like to recommend quality companies and products to each other because it’s a way of helping one another.

​What do computers, monkeys, and my 3 year old daughter all have in common?

They can all sell insurance on price alone.

A professional insurance salesperson (like you) must be able to connect with prospects and help them understand and internalize the value of the insurance you’re selling.

​Sometimes cross-sales fall in your lap.

“Do you guys also do life insurance?”

Beautiful thing, huh?

Most of the time though, you have to work hard to make it happen.

I’ll assume you’re already good with the ones that fall in your lap, today I want to give you a bunch of ideas for making cross-sales happen.

So I did a little “brain-dump” and came up with 29 different ways you can cross-sell more in your insurance agency.

​I don’t like networking events.

I don’t like the fake smiles, cheesy jokes, overbearing personalities, awkward conversations, and unsolicited advice.

And of course I can’t stand the sales pitches for crap I will never ever buy.

On the bright side… sometimes there’s alcohol.

Although I’m a die-hard internet marketing guy I know these two things as fact:

​I’m no relationship expert.

Just ask my wife.

But I know you need to go out of your way to show appreciation for the other person in any relationship, otherwise it will deteriorate and eventually die.

But you don’t want relationship advice from me. (trust me)

Let’s talk about your agency instead.

​Retention is necessary to build and maintain a successful insurance agency.

Every agent knows that.

You know small boosts in retention will grow long term profit immensely.

You know it costs more to get new customers than to keep current ones.

And you probably know the pain of losing more policies than you wrote in a week.

Let’s face facts: to the average person, insurance is not exciting or interesting.

Adding insult to injury, I’d be willing to bet that most folks think insurance is a necessary evil and are not thrilled about paying premiums.

Writing new business in an overcrowded marketplace is tough enough already, so when you sound like Ned Ryerson from “Groundhog Day”, the task to grow your book is even more challenging.

​Selling insurance is hard.

Really hard!

In fact, making a sale is so hard that agents often forget the most important part of building a successful insurance agency:

​According to a recent survey by J.D. Power & Associates over 92% of internet users have used reviews to make a purchase sometime in the last 12 month. That’s pretty much everyone.

Reviews matter.