Cross-Sell Management

Overview
Cross-sell management in Momentum AMS is a proactive workflow designed to identify opportunities for existing insureds to purchase additional lines of coverage or consolidate policies under fewer carriers. This strengthens retention, increases account value, and improves client satisfaction by ensuring coverage gaps are addressed.

1️⃣ Identify Cross-Sell/Up-Sell Opportunities

Goal: Use system tools to flag insureds eligible for cross-sell campaigns.

• Run Cross-Sell Reports

  • Navigate to Interactive Reports → Cross-Sell Opportunities.

  • Apply filters for date ranges (defaults to current month) and select target LOB (e.g., “Insureds with Auto but no Homeowners”).

  • Generate the report and review qualified insureds.

• Tag Insured Records

  • From the report, use Bulk Actions → Add Tag to apply “Cross-Sell Lead” or “Up-Sell Target.”

  • To tag individually, open the Insured’s Profile → Actions → Tags, then add the relevant tag.

  • Add a Note explaining why they qualify (e.g., “Has auto but no renters policy – eligible for bundle”).

• Create Follow-Up Task

  • From the insured’s Activity History → Tasks → Add New, create a task such as “Bundle offer follow-up.”

  • Assign it to a producer or CSR, set a due date, and select the Cross-Sell category so workflow stages auto-populate.

• Monitor via Opportunities Pipeline (Optional)

  • If using Opportunities, click Opportunities → Add New, assign the insured, and choose “Cross-Sell Campaign.”

  • This links tasks, tags, and pipeline tracking together for better visibility.

2️⃣ Design Cross-Sell/Up-Sell Campaign

Goal: Develop messaging and campaign structure targeted to coverage gaps.

• Define your target insured segment using filters in Interactive Reports (e.g., homeowners without umbrella).

• Review policy records and demographics in the insured’s profile to confirm gaps.

• Draft messaging using email templates, phone scripts, or text messages stored in Momentum AMS.

• Structure the campaign in Momentum CRM or within AMS task workflows, assigning CSRs/producers to outreach over 2–4 weeks.

• Track participants using insured-level tags and/or Opportunity stages.

3️⃣ Execute Cross-Sell Campaign

Goal: Outreach to insureds and measure responses.

• Launch campaign via email blast (CRM), call tasks (AMS Tasks module), or text.

• Track engagement by logging Notes on each insured’s record after contact.

• If interest is expressed, create or update an Opportunity with stage “Quote Requested” or “Policy Bound.”

• Upload all quotes or proposals into the insured’s Documents tab.

• Record conversion outcomes in a Note (e.g., “Cross-Sell – Won: Umbrella policy added 02/15/2025”).

4️⃣ Assess Policy Consolidation Opportunities

Goal: Identify multi-line clients with different carriers that could benefit from consolidation.

• Run Interactive Reports → Consolidation Targets.

• Review each insured’s Policies tab for split carriers.

• Tag records with “Consolidation Target” and add Notes (e.g., “Home with Carrier A, Auto with Carrier B”).

• Use Momentum Rate! or carrier portals to requote consolidated bundles.

• Set a Task such as “Present consolidation offer at renewal” in the insured’s task list.

5️⃣ Plan Follow-Up for Sales Opportunities

Goal: Ensure cross-sell prospects not converting immediately are tracked for future outreach.

• Review past outreach history in the insured’s Notes and Tasks.

• Add a tag like “Cross-Sell xDate – Umbrella” to the insured’s record.

• Create a future task tied to the insured (e.g., “Re-engage cross-sell – Umbrella” due in 60 days).

• (Optional) Add as a long-term Opportunity with stage “Future Consideration.”

• Notify the assigned team member via tagging in the task to ensure accountability.

✅ Best Practice: Always document every step — from tags, notes, tasks, and uploaded documents — in the insured’s Momentum AMS record. This ensures that cross-sell efforts are visible across your team and measurable for reporting.