How to Conduct Annual Policy Reviews

When trying to get clients back in door for policy reviews, agents need to understand what drives that client.

“People are not going to just spend an evening or an afternoon of their time to go in and see an insurance agent unless you show them some real benefit to that,” says Paul Balbresky, an Insurance Journal Academy of Insurance instructor. He advises agents to take a look at what’s happening in the world. Tell clients, “that a lot of things have changed this past year, and we want to make sure that your coverage is current, and that there are no gaps and there’s no duplications, and that you’re paying the right amount of money.”

Balbresky is aware that problems in today’s economy impact what a client is willing or able to spend. In his upcoming webinar, he will discuss how to handle questions clients may ask about the value of a new recommendation. “In some ways, insurance is a commodity until you have a loss. And then, all of a sudden, you realize the value of what you have.”

Another topic covered in this webinar is how to ask questions that will provide important information to determine if real changes are needed.

Putting the client at ease is another important point of this course. He says one way to do this is for agencies to offer clients some advice and service on matters in their own community. “If things have happened that affect the community, perhaps a fire, perhaps a storm, the agency might want to share some information on how they can protect their houses better, things that would make their homes or their autos a little bit more secure.”

Balbresky has been in the insurance industry for 35 years. Among his many roles, he has served as an agent, head of training, and head of marketing and sales. In 1993, began training companies, agencies and brokers. He is also the principal of Balbresky Consulting Services, a marketing/sales strategy and training professional practice.

“Conducting Effective Annual Policy Reviews” will be held live on Nov. 3, 2010, but can also be viewed later online. For more information, visit www.ijacademy.com.