When we look to cross sell products, it opens the customers mind to being able to look to us as a trusted resource for all things we do. It is easy to check the boxes for a auto insurance quote, but letting it evolve into more is a special skill that takes practice and trust on the consumer's part. This may be most beneficial for the customer when you are protecting them from things they never even thought of; then they will realize they don't have to worry about the unknowns. Take the time to mention the best things YOU do and pivot to those when you can. It will yield great results.
An auto insurance client once came to see me. From that first meeting, I discovered that this person also owned a home and had a small firm. Instead of narrowing our focus solely on the auto policy, I proposed taking a comprehensive approach. Under this approach, they could buy homeowners insurance and business liability coverages into their automobile policies. There were several advantages for this customer here. Initially, the package came at a reduced price in the bundle, meaning less overall insurance cost. Secondly, by combining these policies under one roof, the customer only had to call one number for all issues related to their coverage needs. It simplified their coverage process while improving convenience. They got a complete insurance plan, while we got higher revenues from the same customer.