Auto Discovery: Rapport & Vitals

Rapport & Context:

"Let's start with your auto. Can you tell me a little bit about the vehicles you're currently driving?"
"What do you typically use the [Car Model, e.g., 'F-150'] for? Is it mostly commuting, errands around Middleton, or longer trips?"
"When you think about your last insurance company, what did you like or dislike about the experience?"

Quoting Vitals:

"Okay, great. Now I just need to confirm some of the specifics for the quote."
"Who are all the licensed drivers in the household that we'll need to include on the policy?"
Vehicles: "Can you confirm the Year, Make, and Model for each vehicle? And if you have it handy, the Vehicle Identification Number, or VIN, is a big help."
Drivers: "For each driver, can I get their full name and date of birth?"
Usage: "And roughly how many miles per year would you say you drive?"

Auto Discovery: Discount Discovery

(Transition Statement) "Perfect, that's all the basic information. Now let's see how we can make this as affordable as possible. Our company has a few powerful auto discounts I want to check for you."

Good Student Discount: (Ask if a young driver was mentioned) "You mentioned [Student's Name] is in high school/college. Does he/she maintain a 3.0 GPA or a 'B' average? If so, we have a very significant Good Student Discount we can apply. It's 27% for drivers aged 16-18 and 6% for those 19-24."

"Drive My Way" Usage-Based Discount:
The 'Why': "The biggest discount we offer is our 'Drive My Way' program. It's designed to reward our safest drivers with our best possible rates—basically, it lets you take control of what you pay."
How It Works: "It’s a simple app that runs in the background on your smartphone... It measures a few key driving habits, like hard braking, high speed, and whether you're texting while driving, to create a safety score."
The Benefit: "Just for enrolling today, you get an immediate and guaranteed 15% discount on your entire auto premium. After the app generates a score... that discount can increase all the way up to 30%... The great thing is, this program can only help you—it's purely a tool for rewarding you, not penalizing you."
The Easy Part: "All you have to do is about once every 21 days, you'll get a text reminder to open the app and confirm if you were the driver or just a passenger... It takes less than 30 seconds."
The Ask: "So, it's an instant 15% off just for trying it out, with the potential for an even bigger discount later. Would you like me to activate that for you?"

Easy Savings Discounts: "And of course, we have the easy discounts. We can apply an automatic 5% discount for going paperless, and another 5% discount when you set up autopay using a bank account. I'll assume you'll want to take advantage of both of those to maximize your savings, correct?"

Auto Discovery: Coverage Diagnosis & Prescription

Sales Rep Note: Check the prefill report (CLUE/MVR) for prior carrier information and liability limits before asking the client directly. This allows you to confirm information rather than discover it from scratch.

Confirm Current Coverage: "Okay, I'm looking at your current policy information now. It appears you have liability limits of [$XXX,XXX / $XXX,XXX]. Is that correct?"

(Wait for confirmation, then Prescribe the Standard)

State the Need: "Thank you for confirming. To be direct, that's the biggest area of risk we need to fix for you. In today's world, with the high cost of vehicles and medical care, those limits can be exhausted very quickly in a serious accident. For that reason, our agency's required standard of protection is $250,000 per person, $500,000 per accident, and $100,000 for property damage. We'll build your new plan around that standard to make sure you're properly protected. Does that make sense?"

Home Discovery: Property Vitals

Rapport & Context:
"Now for the home. Tell me about the property we're looking to protect. How long have you lived there?"

Home Quoting Vitals (Detailed Property Breakdown):
(Transition) "Okay, to make sure we're protecting it properly with an accurate replacement cost, I need to get some of the specific details, almost like a blueprint of the home."
General Information: "Can you confirm the property address is [Address] and the year it was built is [Year]?" "What is the total finished square footage of the home, not including an unfinished basement?" "And how many stories is the home?"
Exterior Construction: "What material makes up most of the exterior walls? Is it mostly brick veneer, vinyl siding, wood, or something else?" "Tell me about the roof. When was it last completely replaced, and what is the material (asphalt shingle, metal, etc.)?" "What kind of foundation does the home have (concrete slab, basement, crawlspace)?" "Tell me about the garage—is it attached or detached, and how many cars does it fit?" "Are there any other buildings on the property, like a shed, a pole barn, or a detached workshop?"
Interior Features: "How many full bathrooms (with a tub or shower) and how many half bathrooms are there?" "Thinking about the quality of the finishes, would you consider them builder's grade, semi-custom, or high-end custom?" "Has the kitchen been updated in the last 15 years? What kind of countertops are in there, like granite or laminate?" "Is the basement finished, partially finished, or unfinished?" "Does the home have any fireplaces, a deck, a patio, or a porch?"

Home Discovery: Systems, Safety, Liability & Discounts

Systems, Safety, Liability & Discounts:
"Have there been any major updates to the home's systems in the last 15 years? Specifically the Heating (HVAC), Electrical, or Plumbing?"
"Does the home have a sump pump? Is there a central station fire and burglar alarm?"
"Do you have any pets, specifically any dogs? Or any features like a swimming pool or trampoline?"
"And while we're on the topic of the home, our company has a great partnership with Costco for homeowners. Do you have a Costco membership? If so, I'll just need the member number to add that discount for you."
"One last important question for billing and discounts: Is the homeowner's insurance premium paid directly by you, or is it paid through an escrow account with your mortgage company?"

Umbrella & Asset Discovery

(Transition Statement) "Okay, we've covered the primary policies. The next piece is the Umbrella, which is arguably the most important policy for protecting your long-term financial health. Can I ask a few quick questions to see if it's a fit?"
"Do you have any rental properties or a vacation home?"
"Do you have any drivers under 25 in the household?"
"Do you serve on the board of a non-profit or coach a youth sports team?"
"When you think about all the assets you've worked to build—your home equity, savings, retirement funds—is protecting that from a major lawsuit a high priority for you?"

Additional Discount & Asset Discovery
"Did you, or anyone in the household, happen to attend UW-Madison?"

Life Insurance Discovery

(Transition Statement) "Okay, we've done a great job of covering your assets. The final, and most important, piece is making sure your family is protected from the loss of your income. Can I ask a couple of quick questions about that?"

Life Quoting Vitals:
"Do you have a spouse, children, or anyone else who relies on your income?"
"To make sure we're recommending the right amount of coverage, do you know the approximate amount left on your mortgage?"
"Beyond paying off the mortgage, is there any other goal you have in mind, like replacing your income for a certain number of years?"

Part 2: Presenting the Integrated Solution

(Read This Aloud with Confidence)
"Okay, thank you. Based on everything you've told me—especially your goal to ensure your family and assets are truly protected—I have a very clear recommendation for an integrated plan that will solve these issues."

Presenting the Value (The Power of Your Agency)

For Auto Insurance: "For your auto, the foundation is the liability shield... As we discussed, we're bringing you up to our agency's standard of $250k/$500k/$100k... Beyond that, I've included three crucial endorsements... Emergency Roadside Service... Rental Reimbursement... Accidental Death Coverage..."

For Home Insurance: "For your home, we've built a comprehensive 12-month policy... we're insuring your home at full Replacement Cost... I've included three crucial endorsements... Sewer Backup protection... Cosmetic Hail Damage coverage... and... the Matching Siding endorsement."

For Umbrella Insurance: "Now, for the Umbrella. This is your ultimate financial security blanket... This $1,000,000 Umbrella policy is like a security dome over everything..."

For Life Insurance: "Finally, the life insurance safety net. Based on your goal of paying off the $XXX,XXX mortgage and [mention second goal], I've included this policy to ensure that if something happens, your family's financial future is secure."

Then, connect everything with your core value proposition:
"But here is the most important part. By bringing all your policies together... First, you eliminate service frustration... Second, you eliminate dangerous gaps... Third, you get the best value... Finally, you get our strength."

Part 3: The Actionable Solution (Closing)

(Present the best option with conviction.)
"So, our company offers a few different packages... the plan I am professionally recommending is our 'Family Security' package... This is the only plan I can confidently say leaves no gaps and truly protects your family."

(Pause briefly, then transition smoothly into the close. Choose the version that applies.)

OPTION 1 (If they qualify for an affinity discount):
"Based on everything we talked about... And because you're a [Costco Member / UW Alum], we've already applied that special 5% discount... On top of that, we can add another 5% for setting up autopay and another 5% for going paperless... So to get all those discounts applied and lock this in for you, the final step is to set up the payment... Which would you prefer to do?"

OPTION 2 (If they DO NOT qualify for an affinity discount):
"Based on everything we talked about... we can apply an immediate 5% discount for setting up autopay and another 5% for going paperless... So to get all those discounts applied... Which would you prefer to do?"

(Wait for their answer, e.g., "I'll use my bank account to get the discount.")
"Okay, perfect. What is the routing number?"

...AND THEN, BE SILENT.

Compiled Client Notes

Here is a summary of all the notes from the consultation. You can copy and paste this into your CRM or customer file.