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Insurance PSA 8 - New Client Process

"You have to learn the rules of the game. And then you have to play better than everyone else."

 - Albert Einstein

WHY is this meaningful to you?


The New Client Onboarding Process is a structured work flow for bringing on new insurance clients. This process allows you to be more organized and efficient and consistently demonstrate a high degree of professionalism to your insurance clients.

This process has been created to deliberately increase the level of trust and rapport we establish with a new insurance client right from the outset. In other words, its primary purpose is to set the stage right from the outset so we can convert clients to advocates. 

This strategy will focus on an introduction to and overview of the New Client Onboarding Process. Subsequent modules will provide all resources necessary to support each step in the process.

WHO is this proven strategy designed for?


For those who want to create a new or fine-tune an existing process for bringing on new insurance clients. 

WHAT should you expect?


You will: 

  • Remain focused on client objectives and follow the Professional Model

  • Successfully position yourself as trustworthy “Insurance Advisor”

  • Implement insurance solutions to best fit your clients’ current and evolving situation

  • Experience client engagement and advocacy early in the relationship

  • Have a system to track all new client activities

WHAT you need to know


Note:  The items above are the resources created for the Financial Advisors, however the concepts and principle of the messages also apply to Insurance Advisors. 

HOW to Take Action & Implement Successfully?


As you move forward through the New Insurance Client Process, it is important for you to:

  1. Become familiar with the flow of the New Client Checklist.

  2. Review and prepare to use all agendas, scripts and templates necessary to successfully carry out each phase of the New Client Process as they are covered over the next couple of months.

    • Each strategy in the New Insurance Client Process will have corresponding resources and recommendations.

    • It is important that you familiarize yourself with each of these items and it is even more important that you understand what role they serve towards your new clients’ experience.

  3. Consistently use every aspect of the process with all potential new insurance clients.

  4. Give the process a chance to work.


Stay organized as we work through this comprehensive client process:

  1. Use your PSA Binder to organize and store information related to the New Insurance Client Process.

  2. Create a New Insurance Client Process folder on your desktop, along with sub-folders for each of the core phases.  Save all resources required for each phase in the process in the appropriate folder.

To learn more about each phase, click on the appropriate phase below.




Special Note:

We recognize there will be variances to the preferences, approaches, carriers, etc. as it relates to how you implement providing insurance services, however, this framework provides a great point of reference in regards to having:

  • An effective & efficient process for you the Insurance Advisor; 

  • An extraordinary experience on the part of the potential client; and

  • A treasure trove of tools and resources to make your life easier and make you look like a pro!

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