Policy Claims: A Sales and Service Opportunity

Putting the claim top of mind may seem contrarian but doing so makes the reasons for insurance transparent and professional.

When claims information is covered up-front in a sales presentation it answers a question many prospects may find hard to ask. They want to know, “What’s in it (the insurance) for me?”

The answer to their question is the claim benefit. To make sure the claim will be all that you promise, we provide seven pointers on how to ensure a claim is successful. We describe many of the reasons life, A&S, and insurance investment claims are more or less than expected, how to find a missing policy, and pointers for the unhappy claimant.

For those struggling to find dollars for premium purposes, knowing who, when, and how the money is received from a policy can underscore the value of insurance.

• Sales slipping? Try putting the claim payment up-front in the insurance sales process so clients understand the reasons for, and rewards of, insurance;
• Read up on how to ensure policy claims will be successful;
• Learn the many reasons why claims are more or less than expected;
• Get advice on how to deal with an unhappy claimant.