Cross-sell opportunity
Also called: cross-sell lead, cross-sell signal
A cross-sell opportunity is an existing client who is likely to need another product the agency offers, identified from the policies and data already in the book.
Opportunities come from the data: a coverage gap, a life event, an age milestone, or a policy that is up for review. Each opportunity should name the client, the product and the writing agent.
Finding the opportunity is the analysis; acting on it is outreach, usually by the client's own agent.
Many agencies have more cross-sell opportunities than they know about, because the data that shows them is scattered across carriers.
"Each cross-sell opportunity names the client, the missing product and the agent who should call."
How do you identify cross-sell opportunities in an insurance book?
Look for coverage gaps, single-product households, age milestones and policies due for review, then assign each opportunity to the client's writing agent.
Related terms
On Kevlex Digital: Cross-sell campaign