7 tips for selling a lot more flood insurance

7 tips for selling a lot more flood insurance

Because anywhere it rains, it can flood.

A single instance of flooding can undo financial well-being accrued over a lifetime. And with increasingly unpredictable global weather patterns, even those on high ground are now highly vulnerable — any time of the year. Flood insurance is a quick sales win that helps you deliver clients peace of mind, save them a lot of time and heartache and help them maintain financial stability. These 7 tips will help you sell more flood.

1. Start with renewals

Renewals are a great time to sell existing clients additional lines. Identify any upcoming renewals that don’t already have flood. It’s best to start the renewal process 90–120 days before policy expiration. (Here are more tips for getting the most out of renewals.)

2. Write a flood quote with every new policy

Everyone who rents or owns is now a potential flood insurance customer. And since multiline contracts simplify life, new clients requesting other lines will appreciate not having to keep track of multiple contracts. They’ll also like having a single go-to insurance expert with access to a wide market. Get appointed with MacNeill.

3. Win over NFIP policyholders

The benefits of private over NFIP are clear: more flexibility, faster time-to-coverage, higher limits, broader cover, less admin, more competitive rates. Inform yourself about the advantages of private flood and contact your NFIP-covered clients with a great pitch.

4. Clear up their misconceptions

Ask new and existing clients what they know about flood insurance and flood risk. You’ll quickly see how many misconceptions they have.

“We’re low risk — we’ve never flooded before.”

“Flood damage is covered in my homeowners policy.”

“I’m sure I’m covered. Insurance policies automatically renew.”

Clearing these up is a great sales strategy that removes sales barriers and showcases your expertise. Prepare yourself well and open up the conversation.  

5. Know the causes of increased flooding

Changing weather patterns, faster snowmelt, increased construction, vulnerable coasts previously storm-hit, more polluted drains and waterways, aging levees — these might not come up in every sales conversation, but it’s useful to have a good grip on the factors responsible for more frequent flooding and wider flood zones.

6. Prepare quick-win marketing collateral

Flood facts lend themselves well to quick marketing pieces you can include in your email signature, post to social media or add to a flyer. Things like “Did you know that just an inch of water can cause $25,000 of damage?” or “Most flood insurance policies don’t auto-renew. Are you sure you’re covered?” Be sure to add a direct line to you so they know where to learn more or get fast coverage.

7. Create a multi-touchpoint strategy

Insurance is all about the relationships. 90 percent of clients that have been contacted three times during the policy period will renew with that agency. Build flood information and offers right into your multitouchpoint communications strategy. It will open up engagement, generate cross-sells and referrals, and strengthen relationships.

MacNeill has outstanding flood service and a wide array of flood options including Commercial, NFIP, Private and Excess. Send requests to quote@macneillgroup.com or try a Private Flood quote with the MOUS® quick online rater.

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