Consumers need personal umbrella insurance, but most of them have never heard of this coverage nor have they been offered a quote.

That's an opportunity for agents and brokers to stand out.

Here are five tips for increasing umbrella sales:

No. 5: Selling umbrella is about personalizing risk.

The best way to sell umbrella policies is to help your customers understand their full exposure, so you can recommend adequate protection. Many customers are offered a price quote on their existing policy limits without an in-depth interview and risk analysis.

No. 4: Who needs umbrella coverage? Everyone!

Your customers need a personal umbrella policy, especially if they:

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      • Own a home, assets, or retirement savings.
      • Drive a car, borrow a car, or let others borrow their car.
      • Host parties.
      • Own rentals.
      • Have children at home or students away at college.
      • Assume responsibility for other peoples' children via carpooling, babysitting, or sleepovers.
      • Own animals or care for others' animals.
      • Use social media or allow their children to use social media.
      • Travel abroad.
      • Volunteer with a charity, serve on a board of directors, or participate in a HOA.
      • Own an ATV, boat, motorcycle, golf cart, RV, watercraft or other specialty vehicle, especially if they allow others to ride in or on them or operate them.
      • Share access to common areas like docks, lakes, vacant land, or rent access to these types of areas.
      • Own firearms or other recreational weapons.

In short, nearly all your customers need an umbrella policy — whether they know it or not.

No. 3: Educate your customers about risk.

Liability comes in many forms. By exploring these areas, and others, you can understand your customer's actual risk.