How sales coaching took a life insurance brokerage’s bind rate from 10% to 27.8%.

A life insurance brokerage had steady lead flow but too few of those conversations were turning into bound policies. We worked with their advisors on the calls themselves.

Results

The challenge

The brokerage was getting enough leads and enough conversations, but its bind rate was 10%.

Their advisors were experienced, but each handled the call differently and there was no shared way of moving a client from quote to application.

What we did

We started by listening. We reviewed their recorded calls and mapped where in the conversation clients were dropping off.

We then rebuilt the call flow with their team, rewrote the key parts of the script and ran regular coaching sessions with each advisor, using their own calls as examples.

We tracked the bind rate every month with their managers.