No matter what clients say when they purchase coverage, they expect their insurance agents to be the experts. It s an agent s responsibility to evaluate potential loss factors and present insurance options that keep clients from losing everything. That s why linking flood insurance with homeowners coverage may be one of the best steps agents can take to ensure that their clients homes and personal property are well-protected. Because it s a natural combination that allows an agent to demonstrate real value to clients. There s an interesting psychology that many people exhibit when they purchase insurance.
Many clients focus on getting the lowest premiums and eliminating unnecessary coverage.
Their body language and tone of voice imply that they know more than they actually do. In reality, many consumers don t understand the differences in coverage between, say, a homeowners policy, a flood policy and a wind policy. That s why agents have to look beyond what people are asking for and see what they really need. In many instances, agents can increase their business significantly by changing their own role from reactive to proactive. Instead of simply responding to what customers say they want, the agent can take a more active role and present additional coverage options such as describing the advantages of flood insurance as a companion to homeowners insurance.