As shocking as it may seem, if you can get your staff to ask for the sale, you are doing better than 90% of your competition.
How do I know this? Years ago (8 yrs), I was part of an experiment where we called agencies throughout the country and did mystery shopping. Here’s the setup. We called looking for full coverage with decent liability limits of 100/300. The idea was to be an ideal customer so the agent would have some interest in us. We were trying to learn about agent behavior, and see if we could pick out some success markers of the best agents that we could use in training. We had a checklist of questions that we were looking for the agent to ask. Most of the questions dealt with basic underwriting questions.
The last question we looked for was whether the agent asked us to buy the policy. We were not looking for any hard sell tactics. Merely asking if we wanted the policy, or when we could come in would have been sufficient.
90% never asked. Most ending the call by giving the rate, and saying something like, “Call us when you are ready” or “Was that good?”
One reason to ask for the sale, is to stop the customer from shopping. Who cares if you are the fifth agent they have called, as long as you are the last! A simple assumptive close could work wonders to close rate, because I guarantee your competitors are not asking.
Make sure everyone quoting in the agency is asking people to buy every time.