Division Manager: John Ruhlman
Best practices for your book of business
After you have written your first pieces of business its easy to keep moving on that single path, but now you have a client to keep on the books.
In order to do this you must continuously track your block of business, ensure polices are approved in a timely manner, and be sure your client's do not run into any issues using the policies.
By keeping an open chain of communication with your clients and reaching out to them, you will ensure that your client will continue to come to you for their Health and Life Insurance needs.
1
Enter in your AV
All USABG agents are required to enter their submitted business into the AV Tracker. All contests and bonus programs are based on the production entered through the AV Tracker.
From the Home Page of your Back Office, click on "Submit AV" located in the Quick Links area to the left.
Fill in the fields and click "Submit" to enter your production. The AV Tracker Guidelines are clearly posted and must be followed at all times. Products must be entered the same day that you submit the business to the carrier.
2
Check your Pending Policies
Once you've submitted business to a carrier, it is important to follow it until it is approved. You will do this by logging into your Agent Portal of the carrier the business was written. Each carrier's portal varies, but you will be able to find Current Clients and Pending Cases listed.
We advise checking "Pending Status" daily to watch for updates and push cases along accordingly. This may involve touching back with your client to help them complete telephone interviews or reaching out to underwriting to answer any questions they may have about the application. Once a case is approved, it is good business practice to reach out to your clients and let them know their status and to be expecting cards in the mail soon.
3
Check Lapsed Policies
We all know life happens, but sometimes it is as simple as a changed bank card that will cause a client's policy to lapse payment. While you are checking pending status, keep an eye on the Lapsed/Cancelled areas to be sure none of your client's fall off the books unexpectedly.
Reach out to them accordingly. You will find many of these are simple mistakes, or potentially a client that needs their plan adjusted.
4
Annual Reviews
A great practice is to set a reminder for yourself to touch base with your client prior to the renewal of their policy or at the one year mark of being written. This not only allows you to catch up with any changes your client's may be facing, if they have had any issues with their plan, and move them to a better product if necessary.
An Annual Review also strengthens the bond with your client, knowing that they have an agent that reaches out to them. Ask for referrals or if there are any additional products (Life Insurance, Critical Illness, etc) that they may want to add.