Quality of Business Takes the Limelight

Like with all Businesses, the quality of production is the most essential factor for preserving high-quality production. I consider quality in 3 stages. Each of these phases affects your revenue, particularly your renewals.
Level 1
Probably the most decisive level in an Agent’s profitability is once an application is taken in the field. No force is dedicated enough to salvage a contract that should not have been sold to begin with. This develops along to affordable needs-based selling. Do the goods fit the needs of the applicant, in addition to are they affordable for the applicant? Remember, while it might be inexpensive at first, the policy as well has to hold worth in the eyes of a applicant later on as well. Therefore, underselling can result in the perception that if the fee of the plan is cheap, conceivably it holds less usefulness. The needs-based PC presentation is targeted directly at sales person profitability!
Essential to quality is following correct techniques. Has the paperwork been filled out completely, truthfully, and accurately? If required, were the right questionnaires submitted? Does the policyholder understand the lifetime promise to provide for the monthly payment? Are you reviewing a sample plan to assist the applicant understand the policy when received? Did you prepare the applicant for the potential for being rated or denied? Managers and sales leaders, how often do you retrain the basics and concepts of needs-based affordable sales?
Stage 2
Once the form is brought into an Agency office, the next phase of our quality process begins. Is management reviewing the paperwork for truthfulness and completeness? Are mistakes made by other Agents used in the training process for all to learn from? Are the sales managers reviewing the details of the presentation that occurred while in the home? Is an Agency office verification process developed to see the eligibility, the affordability, the benefit knowledge, as well as the long-term commitment of an applicant?
Phase Three
Once the application is despatched to Home Office, and assuming it completes the underwriting process, it becomes issued. We have now entered the third level of this quality process. Does your Agency possess a written policy on policy delivery? Have you been trained on handling rated cases? At the end of the work week, are you and your manager reviewing your advance report, and now have you been thoroughly trained in reading and interpreting the action items? Action items are losses on the advance report, i.e. lapses, cancels, withdraws, incompletes, declines and NTOs. Are you printing out any action items out of your weekly advance report and contacting the policyholder that week to find out what we could do to get the policy back on the books?
Working lapses as soon as they emerge on your advance report then getting them resubmitted results with your long-term profitability. The faster you call the policyholder, the more likely they’re to reinstate the policy. Countless lapsed policies are merely as a result of bank shifts. Arrange a meeting to go out to the policyholder’s residence to resell the policy, obtain new banking details, and then collect the premium together with a good health statement. If you are unable to contact the policyholder by phone, make use of the lapse as a “door knock.” You have a vastly fine grounds to prevent by the residence, along with be certain to illustrate your authentic concern for the welfare of the family in the event anything happens to the insured.
There are other aspects involved in quality and its relation to profitability. Nevertheless, probably the most weighty feature in the long term profitability is acceptable point-of-sale experience. Work closely together with your manager plus SGA, and get ready for all those (additional) renewals!