🎬 Start Here
Welcome to Holloway Insurance Academy
A message from Alyssa Holloway — watch before you begin
▶ Welcome Video
A Message from Your Agency Owner
Alyssa Holloway · Holloway Insurance Agency
You're Here Because We Chose You
What to Expect From This Program
This is a three-day, eight-module training program built around the B.Y.E.R.S. framework — the complete system we use at Holloway Insurance for every call, every customer, every time.
Each module includes instruction, real-world examples, videos, and exercises you complete directly in this portal. Your answers are saved automatically as you type.
3
Training Days
8
Modules
1
Standard
The Holloway Standard
📋
30–40 Apps/Month
Your production target every month.
🔍
FORM on Every Call
All 4 categories. No blank quadrants.
⭐
Review Link Every Time
Sent and clicked on the call.
📊
Log in ECRM Same Day
If it's not logged — it didn't happen.
Before You Continue
Welcome Checklist
✓
I watched the full welcome video from Alyssa
✓
I understand this is a 3-day, 8-module program and I will complete it in order
✓
I know my production standard: 30–40 apps/month, FORM on every call, review link every time
✓
I am ready to work
🏠 Welcome
Your Training Dashboard
Track your progress through the Holloway Sales Training Program
Welcome to the Team, —
You're here because we believe you have what it takes. Work through each module in order, complete the exercises, and bring your best every single day.
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Training Overview
3 Days. 8 Modules. One Standard.
This program is built around the B.Y.E.R.S. sales framework — a complete system for how to open a conversation, discover what matters to the customer, present solutions, and close with confidence.
📌 The Standard
30–40 apps/month. FORM on every call. Review link sent every time. If it's not logged in ECRM — it didn't happen.📅 Day 1 · Module 1
Your Why — The Foundation
Everything starts here. Without a clear why, the hard days will beat you.
Section 1A — Define Your Why
What Drives You?
Before we teach you a single script or framework, you need to know why you're here. The salespeople who make it aren't necessarily the most talented — they're the ones who have a reason that's bigger than a bad day or a slow week.
▶ Video — Finding Your Why
What drives you to show up and do this well every single day? *
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What do you want people to say about you — your customers, your teammates, your manager? *
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Section 1B — Your Always List
Non-Negotiable Commitments
High performers don't rely on motivation — they rely on commitments. Write your personal Always List. Example: I always complete my FORM before quoting. I always send the review link on every call.
Write your personal Always List (at least 5 commitments): *
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Checklist
✓
I watched the Finding Your Why video
✓
I wrote my authentic Why — not a surface answer
✓
I wrote at least 5 items on my Always List
✓
I understand that commitment is the standard
📅 Day 1 · Module 2
Phone vs. In-Person — The 86% Rule
Most of your work happens on the phone. Understanding what you're up against is step one.
Section 2A — The 86% Rule
What You're Working With
On the phone, 86% of communication is through your voice — pace, pitch, pausing, energy, and warmth. Four things. All trainable.
▶ Video — The 86% Rule & Your Voice
The Four Trainable Components
Pace — slow down on emotional points, match the customer.Pitch — monotone kills calls. Let your voice move.
Pause — ask a question, then stop talking. Wait.
Energy — customers feel it before they hear it.
Self-Assessment
Rate Yourself Right Now
Pace (1=too fast, 10=just right) — rate and explain: *
Pitch (1=monotone, 10=naturally expressive) — rate and explain: *
Pause (1=fill silence, 10=comfortable waiting) — rate and explain: *
Energy (1=flat, 10=engaged every call) — rate and explain: *
📅 Day 1 · Module 3
The B.Y.E.R.S. Framework
This is the system. Every call, every customer, every time.
Section 3A — The Framework
Watch First, Then Fill In
▶ Video — The BYERS Framework
B
Build Rapport
(FORM)
(FORM)
→
Y
Your Why
(Discovery)
(Discovery)
→
E
Exposure
(Coverage)
(Coverage)
→
R
Referrals
(Reviews)
(Reviews)
→
S
Spark
(Outbound)
(Outbound)
In your own words, explain why the sequence matters. Why B before Y? Why Y before E? *
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Checklist
✓
I can recite BYERS without looking
✓
I understand why the framework is sequential, not interchangeable
✓
I know what the 86% rule means and how to apply it
✓
I have identified my weakest vocal component
📅 Day 2 · Module 4
B — Build Rapport (FORM)
Master the four-category rapport framework. Every call. No blank categories.
The FORM Framework
Family · Occupation · Recreation · Money Goals
Non-Negotiable
All 4 FORM categories. Every call. If a category is blank on your Quad Sheet — the conversation was not complete.▶ Video — FORM in Action
Section 4A — Write YOUR Version
Make These Questions Sound Like You
F — Your Family question: *
O — Your Occupation question: *
R — Your Recreation question: *
M — Your Money Goals question: *
Case Study
What Did Javan Do Right?
Javan asked about family and found out the customer had a granddaughter who drives her car. He covered it in the presentation — without being asked. In Recreation she mentioned bowling and golf. He added equipment protection to her renters. She said: "I did not know that was even possible."
What did Javan do differently? What specifically made Florine trust him? *
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📅 Day 2 · Module 5
Y — Emotional Discovery
Standard questions get surface answers. Emotional questions unlock the close.
Section 5A — Standard vs. Emotional
The Difference That Closes Deals
▶ Video — Emotional Discovery Questions
Standard Question
"Do you have life insurance?"
Gets: a yes or no.
Emotional Question
"If something happened to you tomorrow, what would that mean for your family financially?"
Gets: the real story.
Section 5B — Practice
Flip the Question
Standard: 'Do you have life insurance?' → Your emotional version: *
Standard: 'What's your current deductible?' → Your emotional version: *
Standard: 'Are you a homeowner?' → Your emotional version: *
Standard: 'Do you have renters insurance?' → Your emotional version: *
📅 Day 3 · Module 6
E — Exposure & Coverage
Every customer has exposure in at least two of three areas. Find them. Connect them to what they told you.
Section 6A — The Triangle of Risk
Property · Income · Liability
▶ Video — Coverage & Exposure
The Coverage Framework
"You have [current coverage]. Based on what you told me about [FORM detail], I'm suggesting [recommendation] because [how it connects to their life]."Practice — Fill in the framework for a real or hypothetical customer: *
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Section 6B — Your Coverage Stories
90 Seconds Max. Ends With a Dollar Amount.
Auto Liability Story: *
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Renters/Homeowners Story: *
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Life Insurance Story: *
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Objection Handling
Handle: "I need to think about it." Write your full response word-for-word: *
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Handle: "I can get it cheaper somewhere else." Write your full response word-for-word: *
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📅 Day 3 · Module 7
R — Referrals & Reviews
You earned the right to ask. Asking is professional, not pushy.
The Referral Process
4 Steps — Non-Negotiable Every Time
▶ Video — Referrals & Reviews
1
Required Framing
"Before we wrap up — we grow almost entirely by referrals, so I always ask when I've been able to help."
2
Choose Your Bucket
Use a name they gave you in FORM. "You mentioned your daughter — does she have coverage?"
3
Review Link — Real Time
"I sent it" is not enough. Customer clicks while you're on the call.
4
Log Everything in ECRM
If it's not logged — it didn't happen.
Write your complete referral ask — word for word, in your voice: *
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What's your plan for making sure the review link gets sent on EVERY call? *
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📅 Day 3 · Module 8
S — Spark (Outbound Calling)
The standard opener doesn't work. Here's what does.
Section 8A — Why the Standard Opener Fails
❌ Never Say This
"Hi is this [Name]? This is [Rep] from Holloway Insurance — how are you today?"
They hear that and they're already gone mentally.
▶ Video — The Holloway Outbound Opener
Version 1 — Aged Leads
"Hey — am I speaking with someone at this number? I'm reaching out because information was requested a while back about insurance options in the area — did I catch you at a decent time?"Version 2 — Known Name
"Hey [Name], this is [Your Name] with Holloway Insurance — did I catch you at a bad time?"Build your complete word track — opener through FORM transition, in your own voice: *
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Final Always List — refined and complete: *
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Post-Call Checklist — Every Call
✓
All 4 FORM categories completed
✓
At least one emotional discovery question asked
✓
Coverage recommendations tied back to FORM
✓
Referral ask completed with required framing
✓
Review link sent AND clicked on the call
✓
Everything logged in ECRM same day
📅 Day 3 · Module 9
Agency Pulse & Daily Activity Logging
How you log your sales determines whether you get paid. Get this right every single time.
Quick Access
Agency Pulse
Log your daily activity and sales here
Why This Matters
Your Commission Depends on Accurate Logging
Agency Pulse is how we track your performance, calculate your commissions, and measure your daily activity. If it is not logged correctly — it does not count. No exceptions.
Logging incorrectly can cost you commissions you earned. Logging on time keeps your numbers accurate and ensures you get paid what you deserve.
The Non-Negotiables
✓
Log your daily activity every single day
✓
No issue date until policy is actually issued
✓
Send new customer onboarding on EVERY new sale
✓
Know the difference between new sale and rewrite
Section 1 — Premium Entry Rules
How to Input Premium Correctly
There are different premium rules depending on the line of business. Get this wrong and your numbers will be off.
| Line | What to Input | Notes |
|---|---|---|
| Auto | 6-month premium | Always enter the full 6-month premium amount |
| Fire | 6-month premium | Enter the 6-month premium amount |
| Life | 6-month premium | Enter the 6-month premium amount |
| Health | 6-month premium | Enter the 6-month premium amount |
⚠️ Issue Date Rule
Do NOT enter an issue date until the policy is actually issued. If you put in an issue date before the policy is confirmed issued, your numbers will be wrong and it can affect your commission calculation.
Section 2 — Rewrite Rules
New Sale vs. Rewrite — Know the Difference
This is one of the most important rules for commission accuracy. A rewrite does NOT count as a new sale and you are NOT paid on it the same way.
⚠️ Auto Rewrite Rule
If a customer is coming back to us within 6 months of their cancellation date — that is a rewrite. Do NOT input it into Agency Pulse as a new sale.
⚠️ Fire, Health & Life Rewrite Rule
If an existing customer comes back within 12 months of their cancellation date on fire, health, or life — that is a rewrite. It does not count as a new sale.
📌 How to Check
Always look up the customer in the system BEFORE logging the sale. Check their cancellation date. If they cancelled recently, determine whether it falls within the rewrite window before entering it as new business.
In your own words, explain the difference between a new sale and a rewrite for auto vs. fire/health/life: *
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Section 3 — Added Cars
When an Added Car Counts as a New Sale
You are not paid on a car that is simply added to an existing policy.
However — if a customer adds a car within 6 months of their inception date, that DOES count as a new sale and you ARE paid on it. Log it correctly in Agency Pulse.
❌ NOT a New Sale
Customer adds a car more than 6 months after their inception date. No commission on the added car.
✅ IS a New Sale
Customer adds a car within 6 months of their inception date. Log it in Agency Pulse — this counts and you get paid.
Section 4 — New Customer Onboarding (MANDATORY)
This Step is Non-Negotiable on Every New Sale
On every single new sale, you are required to send the customer onboarding through ECRM. This is not optional. Missing this step is a compliance issue.
Step-by-Step — New Customer Onboarding
1
Go to the customer's account page in ECRM
2
Go to the upper right hand corner of the account page
3
Click the drop down menu
4
Click "New Customer Onboarding"
5
Assign it to yourself — this step is critical and mandatory
Important
New customer onboarding is for new customers only. If the customer is an existing customer, do not send it. Only new sales require this step.
Knowledge Check
Agency Pulse Checklist
✓
I understand I log my daily activity in Agency Pulse every single day
✓
I will NOT enter an issue date until the policy is actually issued
✓
Auto premium = 6-month premium | Fire/Life/Health = 6-month premium
✓
Auto rewrite window = 6 months from cancellation date
✓
Fire/Health/Life rewrite window = 12 months from cancellation date
✓
Added cars within 6 months of inception date = new sale and I get paid
✓
I will send New Customer Onboarding in ECRM on EVERY new sale and assign it to myself
✓
Existing customers do NOT receive the new customer onboarding
📅 Day 3 · Module 9
Agency Pulse & Daily Activity Logging
This is how you get paid. Log it right or lose it.
Why This Module Matters
Your Activity Log = Your Commission Check
Agency Pulse is how we track your performance every single day. It is not optional. It is not a suggestion. Every sale, every activity, every customer interaction must be logged correctly and on time.
There are two reasons this is non-negotiable: First, it is how we verify your production to ensure you receive commissions. Second, it is how we coach you to get better. If it is not in Agency Pulse, it did not happen as far as your performance record is concerned.
⚠️ Critical Rule
You cannot put an issue date on any sale until the policy is actually issued. No exceptions.
Section 9A
Daily Activity — What You Must Log Every Day
Your daily activity report must be completed every single day. This is how management tracks whether you are on pace to hit your monthly goal. Missing a day of activity logging is a red flag — it means we cannot coach you effectively or catch problems early.
Log every outbound call, every quote, every follow-up, every sale. If you worked it — log it.
In your own words, why is logging your daily activity important — not just for the agency, but for YOU personally? *
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Section 9B
How to Log a Sale Correctly
Every line of business has specific rules for how premium is entered. Get this wrong and your commission may not process correctly.
| Line of Business | What to Enter | Notes |
|---|---|---|
| Auto | 6-month premium | Always enter the full 6-month premium amount |
| Fire / Home | 6-month premium | Enter the 6-month premium amount |
| Life | 6-month premium | Enter the 6-month premium amount |
| Health | 6-month premium | Enter the 6-month premium amount |
⚠️ Issue Date Rule
Do NOT enter an issue date until the policy is actually issued. Entering a premature issue date is a logging error and can affect your commission processing.
Section 9C
Rewrites — What Does NOT Count as a New Sale
Pay close attention to customers who were previously with us. Not every returning customer counts as a new sale. Entering a rewrite as a new sale is a logging error that will affect your commission and your production numbers.
Rewrite Rules by Line of Business
🚗 Auto
If a customer comes back to us within 6 months of their cancellation date — it is a rewrite. Do NOT enter it in Agency Pulse as a new sale.
🏠 Fire · ❤️ Life · 🏥 Health
If an existing customer comes back within 12 months of their cancellation date — it is a rewrite. Do NOT enter it as a new sale.
A customer calls you. They had auto with us and cancelled 4 months ago. They want to come back. Is this a new sale or a rewrite? Explain why: *
A customer had a life policy with us. It cancelled 8 months ago. They want to buy a new life policy. New sale or rewrite? Explain: *
Section 9D
Added Cars — What Counts and What Doesn't
Reps are not paid on added cars — with one important exception.
❌ NOT a New Sale
A customer adds a car to an existing policy after the 6-month inception window has passed. Rep is NOT paid on this.
✅ Counts as a New Sale
A customer adds a car within the 6-month window from the inception date of the original sale. This counts as a new sale — log it.
A customer bought auto from you 3 months ago. They just bought a new car and want to add it. Does this count as a new sale? Why? *
Section 9E — MANDATORY
New Customer Onboarding in ECRM
🚨 This step is MANDATORY on every new sale. No exceptions.
Failure to complete this step is a compliance issue and will be addressed in your performance review.
Every time you sell a brand new customer, you must immediately send the New Customer Onboarding through ECRM. Here is exactly how to do it:
1
Go to the customer's account page in ECRM
Find the account for the customer you just sold.
2
Click the drop-down menu in the upper right corner
This is on the account page — upper right hand corner of the screen.
3
Click "New Customer Onboarding"
Select this option from the drop-down menu.
4
Assign it to yourself
Make sure you assign the onboarding task to yourself — not to the agency or another team member.
📌 Existing Customers
If the customer already has a policy with us, there is no need to send the new customer onboarding. This step is only for brand new customers.
Walk through the 4 steps to send the New Customer Onboarding from memory: *
Final Knowledge Check
Agency Pulse & ECRM Checklist
✓
I understand that daily activity must be logged in Agency Pulse every single day
✓
I know I cannot enter an issue date until the policy is actually issued
✓
For Auto: customer returning within 6 months = rewrite, not a new sale
✓
For Fire, Life, Health: customer returning within 12 months = rewrite, not a new sale
✓
I am NOT paid on added cars unless the car is added within 6 months of the inception date
✓
On EVERY new sale I will send the New Customer Onboarding through ECRM and assign it to myself
✓
Existing customers do NOT need the new customer onboarding
💰 Tool
Sales Tracker
Log your sales, view your history, and export your data — all in one place
Log a New Sale
Enter Sale Details
✓ Sale logged successfully!
My Sales History
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My Sales
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My Premium
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New Business
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Rewrites
🔒
My Private Bonus Summary
· only visible to you
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Est. Bonus This Month
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Commission Status
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P&C Apps This Month
| Customer | Policy | Sale Type | Written | Issued | Premium | Onboarding | Action |
|---|---|---|---|---|---|---|---|
| Loading your sales... | |||||||
Team Production — This Month
Everyone sees team production · Bonuses are private to each rep
| Rep | Office | Auto | Fire | Life | Health | Total | Premium | vs Goal |
|---|---|---|---|---|---|---|---|---|
| Loading team production... | ||||||||
📅 Day 4 · Module 10
P&C Product Knowledge
Auto + Fire line scripts and coverage knowledge — know these cold before you sell.
Script 1 — Knowledge Video
Auto Coverages — 9 Coverages, Know Them Cold
1. Liability
Foundation of every auto policy. Covers what you are legally responsible for when you cause an accident — the other person's damage and medical bills. Does NOT cover you or your car. Always ask: are the limits enough for what this customer has to lose?
2. Comprehensive & Collision
Collision = they hit something. Comprehensive = something happens that is NOT a collision — theft, weather, deer, fallen tree. If the customer has a loan or lease, lender requires both. No exceptions.
3. Uninsured & Underinsured Motorist
Protects your customer when the person who hits them has no insurance or not enough. There are a significant number of uninsured drivers on the road. This steps in when the other driver cannot pay.
4. Medical Payments (Med Pay)
Covers medical expenses for your customer and their passengers regardless of fault. Pays quickly — does not wait for a liability determination. Low cost add-on that protects everyone in the vehicle.
5. S Coverage — "Seatbelt Coverage"
Pays if your customer loses a limb, loses their sight, or passes away from a car accident. NOT life insurance — specific to a covered auto accident. Always present it. $10K benefit, or $20K if wearing seatbelt.
6. Deductibles
What your customer pays before insurance kicks in. Help them choose a deductible they can actually afford tomorrow. A $2,000 deductible on a policy held by someone with $200 in their account is not protection — it is a problem.
7. Loss of Income
If your customer cannot work because of an accident, this replaces a portion of wages. $250/week up to a certain amount. For self-employed, hourly, or anyone where missing work has immediate financial impact — ask every time.
8. Car Rental
Any accident — at fault or not — car rental pays for a rental while their car is repaired. They do not come out of pocket. Customers appreciate this more than they expect when they need it.
9. Emergency Roadside Service
Flat tire, locked keys, out of gas, needs a tow — one call and State Farm handles it. Feels small until the day they need it.
Script 2 — Discounts
Auto Discounts — Every Eligible Discount on Every Policy
📌 Key Principle
Discounts are a SERVICE tool, not a closing tool. A discount your customer qualified for but never received is a mistake — and mistakes cost retention.Drive Safe & Save (DSS)
Telematics app monitors driving. Most impactful discount available. Every new auto customer enrolled Day 1. Not enrolled by Day 7 — that is on you.
Steer Clear (SCD)
Drivers under 25 with no at-fault accidents. Driver training through the State Farm app. Ask on EVERY household with a young driver. Every call.
Good Student Discount
Students up to age 25 with 3.0 GPA or higher. Ask on every household with a student. Transcripts or diploma confirm eligibility.
Multi-Car
More than one vehicle = discount on each. If a customer mentions a partner or family member with a separate vehicle — that is your opening.
Defensive Driving (DDD)
Completed an approved course = discount. Available all ages.
Bundling / Multi-Line
Auto + home or auto + renters = discount on both. Present as the complete protection package through Quad Flow.
Script 3 — Word Tracks
Auto Word Tracks — Make Them Your Own
Liability
"Liability is what you pay the other guy if you get into an accident. If they have 25/50/25 — your policy pays 25 thousand per person, 50 thousand total, and 25 thousand for property. Anything over that you pay yourself."
Comp & Collision
"Collision is when you hit another vehicle or get into an at-fault accident. You pay your deductible and State Farm pays the rest. Comp is out of your control — act of God, hit a deer, cracked windshield, theft."
S Coverage
"I like to call it seatbelt coverage. If you get into an accident and lose a limb, lose your sight, or pass away — you get 10 thousand from State Farm, or 20 thousand if you are wearing your seatbelt."
Uninsured Motorist
"This is one of the most important coverages because it protects your family. If someone hits you without insurance — or without enough — this steps in."
Homeowners — Script 1
Homeowners — Four Main Areas
Dwelling Coverage
The structure itself. Limit needs to reflect actual cost to REBUILD — not the market value. These are two very different numbers. Always make sure your customer understands that distinction.
Personal Property
Contents inside the home. Limits on high-value items — jewelry, electronics. If a customer has valuable items those may need a Personal Articles Policy (PAP).
Liability
Someone injured on property or customer responsible for damage elsewhere. Medical bills, legal fees, settlements. Not just a homeowner concern — this is a wealth protection concern.
Loss of Use
If home is temporarily uninhabitable due to a covered loss — pays for hotel, food, temporary housing. Gives them somewhere to go while the home is repaired.
Renters Insurance
Most Underused Policy You Offer
📌 Your Opening Every Time
Most renters have no idea their landlord's insurance does not cover them. That is your opening every time.Personal Property
Everything inside — clothes, furniture, electronics. Landlord covers nothing inside the unit.
Liability
Someone injured in the apartment or they cause damage to another unit — responds.
Loss of Use
Unit uninhabitable due to covered loss — covers temporary living expenses.
When a customer is renting and has no renters insurance — that is not a maybe conversation. That is a conversation you are having right now.
Condo Insurance
Know the Master Policy Gap
The condo association insures the building. Your customer needs to know where the master policy stops — because that is where their condo policy begins.
Dwelling — Interior
Walls, floors, fixtures, improvements. Master policy covers the building. Condo policy covers everything from the studs in.
Loss Assessment
Unique to condo. If the association has a major loss and bills each unit owner for a share — this coverage protects your customer from that bill.
Script 1 — PLUP Knowledge
Personal Liability Umbrella — Present It Every Time
What the PLUP Does
Sits on top of existing policies and extends liability significantly. Most standard policies have limits of a few hundred thousand. A PLUP adds $1 million or more on top. Coverage ranges from $1M to $10M.
Without PLUP
Judgment exceeds auto liability limits → everything above comes from personal assets. Savings. Home. Future income.
With PLUP
PLUP closes the gap. Also covers situations standard policies may not — certain lawsuits, libel, slander.
Who Needs a PLUP?
Every homeowner. Anyone with savings. A business owner. A parent with a teenage driver. Anyone who has anything to lose. Present it on every homeowner, every household with a teenage driver, every customer with assets.Script 3 — Real Claim Examples
Word Tracks That Close
Auto Claim
"We had a customer that rear-ended someone and the injuries came to over 500 thousand dollars. Her auto policy paid the 250 thousand limit. Her umbrella paid the remainder. Without the umbrella she would have been paying that out of her own pocket — her home, her savings, everything."
Home Claim
"We had a customer who had a Super Bowl party. His wife's best friend fell down the stairs and punctured her lungs. The initial medical bills came out of the 100 thousand in homeowners liability. The remaining 250 thousand came from the umbrella. Without that umbrella that family would have owed a quarter million out of pocket."
Script 1 — PAP Knowledge
Personal Articles Policy — Fill the High-Value Gap
Standard homeowners and renters policies have limits on high-value items — jewelry, fine art, cameras, musical instruments, sports equipment, electronics, collectibles. The PAP fills that gap with scheduled coverage.
What PAP Provides
✓
Each item listed individually with its own coverage amount
✓
No deductible in most cases
✓
Broader coverage than a standard policy
✓
No question about what is covered or for how much
📌 When to Bring It Up
During FORM in the Recreation category. When a customer mentions expensive camera equipment, golf clubs, a musical instrument, jewelry — that is your opening. Ask about it. Find out what they have. Make sure it is protected. This is a conversation most of your competition is never having.Script 1 — Rental Dwelling
For Customers Who Own and Rent Out Property
⚠️ Critical Point
A standard homeowners policy does NOT cover a rental property. If your customer rents out a home and still has it on a homeowners policy — there is a coverage gap they may not know about.
Property
Covers the structure against fire, storm, vandalism. Your customer owns it and it needs to be protected.
Liability
If a tenant or guest is injured and the landlord is found responsible — liability pays. Owning rental property creates real liability exposure.
Loss of Income
If a covered loss makes the property uninhabitable and the landlord cannot collect rent — loss of income replaces those rental payments. Your customer still has a mortgage to pay.
This conversation comes from the Money and Occupation categories in FORM. When a customer mentions an investment home or rental property — ask about it.
Backup Sewer & Drain — Goes on Every Policy
This Is a Standard — Not a Conversation
A standard policy does NOT cover sewer backup damage
Every homeowner. Every renter. Every condo owner. Every time. This is a standard — not optional.
What Happens Without It
Sewer backs up after a heavy rain. Raw sewage floods the basement. Floors destroyed. Walls destroyed. Personal property destroyed. Without this coverage — your customer pays ALL of it out of pocket. Does not take a flood. Can happen on a dry day when a municipal sewer gets overloaded.
📌 Word Track
"This is one of the most important coverages on the policy. If a pipe bursts — that is covered. But if a drain backs up — a washer, a toilet, anything that backs up and damages your floors or furniture — without this you get nothing. People assume water damage is water damage. It is not. How the water got there determines whether you are covered. This goes on every policy. Every time."
Knowledge Check
P&C Product Knowledge Checklist
✓
I know all 9 auto coverages and can explain each in one sentence
✓
I know all auto discounts and who qualifies
✓
I know the difference between dwelling limit and market value
✓
I can explain why the landlord's policy does NOT cover a renter's belongings
✓
I know what a PLUP is and can give at least one real claim example
✓
I know when to bring up a PAP (FORM — Recreation category)
✓
I know the difference between homeowners and rental dwelling coverage
✓
Backup Sewer & Drain goes on EVERY policy — I will never skip this