Too many business insurance buyers know the drill. Their inbox, mailbox, and voice mail fill with requests to quote 60-to-90 days ahead of their renewal date. Most, if not all, of the offers are declined. So, why join the queue when you can stand apart from the crowd? There are far more imaginative ways to enhance your request-to-quote ratio.

One such method is to temporarily divert the prospect’s attention away from price and onto carefully selected services. Our custom “Catalog of Agency Services” is specifically designed for this purpose.

It entices business managers to explore their options without having to commit to a quote, helping to remove a major obstacle to many first-time insurance meetings. It also allows you to showcase what you do.

The catalog includes an individualized cover and space for up to six agency services. Recipients may select any two of the six. Limiting them to a pair requires the person to carefully consider each option, adds perceived value to their selections, and limits the actions that you must ultimately provide. Once a fully completed order form [provided] is returned, the agency has a viable lead, one that actively requests further contact. The form also reveals the decision maker’s name, number, email address, renewal month, and the two selections that he values the most.

Both tools are easy to edit and output using Word. Freely replace them with your own ideas or carefully edit the text to make certain that the descriptions match up with what you actually supply – and feel comfortable providing for free. As a rule of thumb, include mainly actions that you would ordinarily perform while preparing a new business proposal. This way, if you ultimately end up quoting the account, at least some of the preliminary work is already done.

Quick link to the catalog and order form.