Why Do I Need Insurance?

Insurance is something that is often in our best interest. I want to add my insight to the property management blog as some of our callers who are looking for self storage may view it is an additional charge. Because of this they sometimes complain of purchasing insurance for their storage unit. To the phone representatives and the managers, insurance is viewed as protection. It is up to us as salespeople to create a desire for it. When I get a customer that disputes the insurance requirement, I immediately compare it to auto insurance. I say that insurance is not for them necessarily but for the other careless drivers. (Ours in this case the sort of natural disasters that even the self storage business in not immune from) Therefore, in case something was to happen your automobile will be covered. It is amazing how the self storage customers’ minds begin to associate the two insurances to one. If there is further disagreement and resentment to purchase the insurance, I try to provide the peace of mind theory. After I have made two attempts to persuade the caller that the insurance is more of a benefit than a financial hindrance, I try to close the deal. If still hesitation, then I just get the follow up information and forward to the manager. I will also express the concerns of the caller to the manager. This way perhaps the manager can “soothe” the caller in a way that is beyond the call center’s ability. With this combination, we can learn how to convey the “extra cost” in storage really becomes the lifesaver and a peace of mind.