Statistics on the average home buyer*
77% were satisfied with their Realtor®.
74% said they would buy from that same Realtor® again.
Only 9% actually bought from that Realtor® a second time.
Only 8% could remember the name of their Realtor® after 3 years.
* Source: National Association of Realtors® NAR

 

What’s the problem? If we are thrilling these people at closing why aren't they buying from us again?
Too easy to focus on the next $ coming in the door.
Lack of follow up on current clients.
Do Not Call list.
Competitive market? Too easy to shop the Internet? With lenders going out of business is it too easy to be skeptical?

 

Here is your part of the deal.
It's easy for Loan Officers to send referrals to Insurance Agents as you need insurance before the closing.
Use me as if I was in the desk next to you.
Use me as a valuable service you can offer to your clients.

 

Sample Script for your clients:
“Mr. Client, you have hired me to look over your finances and re-organize your mortgage. One of those areas is Homeowners Insurance. While I’m not an Insurance Professional, I do have someone on staff that is. His name is Jay Marino, I will give him some information on the construction on your home and I’ll have him call you and go over the proper coverages. Should he call your cell phone or home phone?”

Objection/I already have an agent/insurance company:

“That’s great to hear. We will need a copy of your homeowners insurance for your closing. If you like, I could give the construction of your home to Jay and he could prepare a quote up and compare with what you have now. I have found in many instances that Jay has been able to lower the overall cost of insurance for my clients. If you homeowners insurance goes down.....so does your mortgage payment. If you have both numbers and could make a decision based on what you feel most comfortable with. Does that sound fair?”

:: OPTIONAL :: MORTGAGE PROTECTION ::

“Another area that Jay specializes in is Mortgage Protection. Have you heard of Mortgage Protection Insurance? Mortgage Protection Insurance is basically an insurance policy that would pay off the mortgage if you or your spouse were to not live longer than the loan. Would you like Jay to provide you with a quote for that as well?”

 

So, what's my job as the Insurance Agent?

How am I going to help you grow your business....

How am I going to increase your 9% of people that is going to buy from you again to 19% or maybe even 30%?

What would that impact have on your business, your income and your lifestyle?

Lets say that you send me someone and I do their homeowners insurance....