When it comes to insurance sales, hesitation kills momentum. Customers want to feel confident in their buying decisions, and confidence is contagious.
That’s where Assumptive Quoting comes in.
Instead of asking a prospect if they’d like a quote, we move forward as the expert and assume we’re providing the best solution, because that’s exactly what we do.
What is Assumptive Quoting?
Assumptive quoting means you’re not waiting for permission to provide a quote.
You are the professional.
You know what coverages make sense, you understand the risks, and you’re guiding the customer toward protection.
Most struggling sales reps get stuck here. They ask weak permission-based questions like:
❌ “Would you like me to run you a quote?”
❌ “Do you want me to check your auto insurance?”
❌ “Would you like me to look at your life policy?”
Those questions signal hesitation, uncertainty, and give the prospect an easy way to say “no.”
The better approach?
Assume the quote and lead with authority:
✅ “Let me put together a package that protects your home, auto, and liability the right way.”
Why this WORKS
It positions you as the expert:
Customers don’t shop insurance every day, you do.
When you assume the quote, you send the message: “I know what’s best here, and I’ll guide you.”
Removes Friction:
Asking permission introduces doubt. Assuming the quote eliminates hesitation and keeps the conversation flowing naturally.
Builds Trust Through Confidence:
Buyers feel more secure when their agent leads decisively. Confidence breeds confidence.
Increases Multi-Line Success:
Assumptive quoting naturally leads to bundling. When you start with the expectation of quoting multiple policies, it becomes the norm, not the exception.
How to implement Assumptive Quoting
During Discovery:
As you gather details, speak as if the quote is already happening:
“When I add your vehicles and your new home policy together…”
When Presenting:
Frame the coverage as the natural next step:
“Here’s the package I’ve built for you. It covers what matters most and gives you the liability protection you need.”
In Overcoming Objections:
Don’t retreat when a prospect hesitates. Instead, refocus:
“That’s why we built this package the way we did, it balances cost with the protection you need…”
Bringing It All Together
Successful agents take a professional, confident stance: they assume the quote, build the right package, and present it as the natural next step. This approach projects authority, eliminates friction, increases trust, and naturally drives multi-line bundling. By reframing the way quotes are offered, agents can improve both their close rates and the customer experience.
REMEMBER:
Confidence Wins Customers
Don’t ask permission, lead the way. Assuming the quote establishes you as the expert and helps the customer feel secure in their decision.
Remove the “Would You Like” Language:
Permission-based phrasing signals doubt and invites rejection. Replace it with confident statements.
Assumption Drives Bundling:
By assuming multiple policies will be quoted, you normalize bundling from the beginning, increasing production and providing better protection for clients.
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You don’t need magic words or flashy marketing to be great at sales.
You need to master the things most people overlook.
That’s the difference between a good producer and a legendary one.
The opportunities are there. The business is waiting. The question is, are you taking action?
The agents who commit to high activity, strong conversations, and strategic adjustments will come out of spring with momentum that carries them through summer and beyond.
At CWC, we help insurance professionals master the skills, strategies, and mindset to dominate in sales. If you’re ready to take your production to the next level, we’ve got the training, tools, and support to make it happen. Let’s build something great together.
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Let’s make 2025 a great year!