New Business Qualifying Questions

Pre-Qualifying Questions

Here are some sample new business qualifying questions your agency may want to consider asking up front:

• How did they hear about the agency?

• • Referral, search, other?

• • Each type of lead has a different level of trust in you and your services

• Why are you shopping today?

• • Price, service, life change, boredom?

• Other than price what’s important to you?

• • If price, how much would you be looking to save to move agents?

• What do you like about your current agent/carrier?

• What would you like to change?
• When is the last time your policy was reviewed by your agent?
• As we go through this process, would you like me to bring to your attention any coverage weakness that may expose you and your family?
• When will you be making your final insurance decision?
• What are you paying now and what did your insurance renewal come in at?
• How will you be making your final insurance decision?
• How quickly do you need your quote?

Professional Ways to Decline the Opportunity

If you determine this lead may not be a fit for your agency, here are some professional ways to decline the opportunity. 

• Remember your time is your biggest asset - if you are quoting people that won’t buy you are hurting other areas you CAN spend your time!

• Here are some ways to decline:

• • Based on what you have shared you may not be the best fit for our agency we wish you the best on your insurance search. 

• • When do you need the quote by? Because we shop X carriers it can take some time. 

• • Based on what you shared it may be best you call your current agent to see if they have any other options. 
  • Our agency standard to only quote X in coverage since you are looking for less than what we would recommend I don’t think we are the best fit for you. 

Make Sure You Do Your Part

• You must make people feel comfortable and build rapport so they want to give you information.

• Your interviewing them and they are interviewing you - you must be impressive!

• People will start with price (just like in other industries) we must woo them to our agency!

• Most people start with the price intention but we need to take the time to educate them and help them make the best decision. 

• The beginning of the call is a bit like a first date we need to make people feel comfortable so they open up and move them from price. 

• Many people have never had a great agent - without a point of reference clients may need to be educated to improve their recommendations.