WHY is this meaningful to you?

 

How you treat a new insurance client after they’ve come on board presents another potential point of positive differentiation for you.  That’s right.  A simple welcome process could make your clients feel appreciated, confident and very pleased with their decision to choose you as their new insurance advisor.  It will build trust and rapport – instead of erode it.  In other words, their experience doesn’t have to be anticlimactic or riddled with disappointment.  Furthermore, if they are comparing this to their previous experience with other insurance advisors, there is a good chance you can easily exceed their expectations.  What a fantastic way to begin a new relationship.  Can you imagine wanting to do it any other way? 

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Put yourself in their shoes for a minute…You agree to your new Insurance Advisor's recommendations, you sign the plethora of forms and then you don’t know if you’ll ever hear from the Insurance Advisor again.  We are serious.  There are a lot of unknowns here before this new client is fully brought into the fold and gets to experience all aspects of your ongoing client service.  But, what do you do in the meantime?  That is the question.   

 

Our simple new client welcome process can be easily implemented and doesn’t take much time.  Yet the payoff – is great. There is no question this is a good use of your time.  So, let’s get started and get your new client welcome process underway.

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WHO is this proven strategy designed for?

 

For those who continue to want to exceed new client expectations.

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WHAT should you expect?

 

You will: 

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• Continue to impress your new clients even after the partnership has been started.

• Implement a simple process that inspires them to tell others about you - leading to introductions.​

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WHAT you need to know

 

• What You Can Expect from this Best Practice

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Note:  The item above is the resource created for the Financial Advisors, however the concepts and principle of the messages also apply to Insurance Advisors. 

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HOW to Take Action & Implement Successfully?

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Start your new client relationship off on the right foot by carrying out the three-step Welcome Aboard! This process will demonstrate your integrity, professionalism and consistency, which of course builds up your credibility and trustworthiness.

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1. Send the New Client Welcome Card (and Gift).

   • Once you have successfully conducted the Policy Delivery, send a New Client Welcome Card.

   • This card is sent the day of or after Policy Delivery.

   • Personalize this card to maximize its impact.

     • Ensure you personalize this card by handwriting your message and the envelope.

     • Once you have done so, it is important for you to use a stamp rather than running this card through the postage machine. This is an important feature of this Welcome Card.

     • When people receive their mail, they tend to sort through and place important items aside. Mail that has been sent with handwriting on the envelope and a stamp tend to stand out.

   • This card signals the beginning of a new personal relationship.

   • Refer to Step 20_New Client Welcome Card.

   • Note:  When bringing on a new client who qualifies in your top or ideal profile, we recommend you include a small welcome gift.

     • Refer to Step 20_More about Welcome Gifts.

     • One suggestion for a Welcome Gift is the "Signal Vault" Card which goes into wallets and protects people from high-tech digital identify and banking theft (www.signal-vault.com). 

2. The Follow Up & Care Call.

   • You will cap of this process by making the Follow Up & Care Call and it occurs about one month after their Policy Delivery.

     • Refer to Step 21_Follow Up & Care Call Script.

       • If the new clients are not home, you can simply leave a voice message. The client will call back if they have questions. Otherwise, they will know that you are thinking about them and appreciate the call.

   • If this new client is not a high level "A" client you can send them a Welcome Email.

     • Refer to Step 21_Follow Up & Care Email.

 

Deliver a consistent welcome process. In no time at all, you will breathe a sigh of relief knowing the Welcome Aboard is part of your ongoing routine for bringing on new clients in a professional and consistent manner.

 

SPECIAL NOTE:

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Use the following resources to ensure you maintain high levels of compliance with each of your new insurance clients:

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• Compliance Requirements for an Insurance File

• Compliance - Insurance File Reviews

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 Remember to:

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• Refer to The Welcome Aboard steps on the New Insurance Client Checklist.

• Ensure that each step is implemented at the appropriate point in the process.

• Consistently use every aspect of the process with all new clients.

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