Insurance Marketing · Insurance
The annual policy review clients actually show up for
A yearly review is the cheapest retention tool an insurance agent has. Here is how to invite clients so they come, and what to cover in twenty minutes.
Most policies renew without a conversation. The client gets a notice, the premium goes up a little, and the next time you hear from them is when a competitor's quote came in lower. A yearly review changes that, but only if clients come to it.
Why clients skip reviews
They expect a sales call. The invitation that works says what the client gets: a list of what changed in their life this year, and whether their coverage still fits. Lead with the checklist, not the meeting.
The invitation
Send it as a postcard or a short email about six weeks before renewal, with three lines:
- "Your policy renews on [date]. Before it does, let's make sure it still fits."
- "Here is a two-minute checklist. Tick what changed this year."
- "Reply with the checklist or book fifteen minutes here."
What to cover in twenty minutes
- Life events: moves, marriages, births, new drivers, new businesses
- Big purchases: vehicles, jewelry, equipment, a boat or RV
- Home changes: a renovation, a home office, a rental unit, a pool
- Coverage gaps: umbrella, flood, earthquake where it applies
- Discounts they now qualify for: bundling, safety devices, a paid-off car
- The one recommendation you want them to act on
After the review
Send a one-page summary the same day: what you covered, what changed, what you recommended. That page is the thing they forward to a spouse, and it is the thing they remember in July when a friend asks who their agent is.
Print a stack of the checklist to hand out at renewals and community events; a branded version with your name and license number is a piece of marketing that people keep on the fridge.
Free tools for this
Put it on paper
Postcards, business cards and signs, already filled in with your brand. Pick a template, approve the proof, and it ships.