Urban development is causing major changes in the natural drainage of land. Torrential rainfall, poor drainage systems, excessive snowmelt they can all cause flooding. And yet, if clients believe they don t need flood coverage, they re going to see it as an unnecessary expense. That s when the agent can work to change the customer s thinking. Staying focused on the real value of insurance will help.
Insurance isn t like other purchases, such as cars or homes, that consumers buy and intend to use.
When people buy insurance, they do so in the hope they ll never need it. It s my job to keep my clients focus on the protection they ll need in case something catastrophic happens. With a little patience, agents can move the discussion from how much a policy costs to what it would cost to replace a home if it were damaged. Cirillo has a sales approach that makes flood insurance especially easy to sell to customers who live outside high-risk flood zones. Then I go on to point out how much the replacement costs would be if their house did flood.