“Leading with Liability” Feels Unattainable Right Now
As I mentioned in a previous post, I’ve been with Allstate for three years as of January. It seems that due to our pricing struggles, there’s a strong push for us to “lead with liability,” particularly by using the CWC videos and actively encouraging customers to raise their coverage limits.
Am I the only one who finds this approach unrealistic? The gap between state minimum coverage and the limits necessary for an umbrella policy can be upwards of $300-$400 a month or more. It’s no wonder customers often just want us to stop talking and give them the lowest possible rates. This strategy doesn’t seem practical to me.
I’d love to hear if others have had similar experiences and whether you find this approach unrealistic as well.
I totally understand where you’re coming from! The “lead with liability” approach can feel really challenging, especially when customers are primarily focused on getting the best price. It’s a tough balancing act between educating clients about the importance of coverage and recognizing that many people are just trying to save money.
In a competitive market, pushing for higher limits can be a hard sell, especially when the gap between state minimums and recommended coverage is so wide. Many clients may not see the immediate value in increasing their coverage when they’re trying to stick to a budget. It can be frustrating when you’re encouraged to promote a message that feels disconnected from the reality of what your clients need or want.
That said, have you found any strategies that help bridge that gap with clients? Maybe focusing on specific circumstances where higher limits could save them in the long run? It might be helpful to share anecdotes or examples that resonate with their experiences. You’re definitely not alone in feeling this way, and it seems like a common struggle among agents facing similar pressures.