01/21/2026
Yesterday, a prospect canceled our call to review quotes I had sent over.
Her reasoning?
Even though I could offer better coverage and save her about $200 per year, it didn’t feel worth the hassle of switching everything over for what seemed like a small savings.
What she didn’t know yet was this:
That call wasn’t really about the $200.
It was about walking her through the coverage gaps I uncovered, explaining how one of her policies was written incorrectly, and showing her just how underinsured she actually was.
When I followed up and shared what I found, she was shocked.
• Her secondary home — which she rents out occasionally — was written as a primary residence, with no endorsement for rental exposure.
• Her primary home, a beautiful property she’s worked incredibly hard for, was underinsured by more than $300,000.
This is exactly why I ask for copies of current coverage.
Not to price-shop.
Not to race to the lowest premium.
But to do real due diligence — and fill the gaps where other policies (and agents) have fallen short.
In that moment, she saw the value beyond a small annual savings.
We rescheduled our call for Friday, and I’m confident we’ll move forward.
This is why consultative selling matters so much to me.
Because insurance isn’t about saving a few dollars — it’s about making sure people truly understand what they have, what they don’t, and knowing with confidence that what they’ve worked so hard for is properly protected.
