New Prospect Quoting: Personal Lines

Purpose and trigger

Get a personal lines prospect from first contact to a quote they can actually decide on, without losing details along the way or letting a follow-up slip. Start this process as soon as you have a prospect who wants a quote.

Quoting is where a lot of good leads die quietly. Someone forgets to follow up, a detail gets missed and the quote comes back wrong, or the prospect just never hears from you again after the first call. This process exists so that doesn’t happen.

Process owner

The producer or CSR working the prospect owns this process end to end, from intake through the decision. If the prospect isn’t ready to decide, the same person owns the follow-up. Don’t let a quote sit in limbo without an owner.

Before you begin

Have these ready before you start:

• The prospect’s contact info and what they’re looking to insure
• Access to your rating system or comparative rater
• Your agency’s current markets and available discounts

Procedure

Prospect Intake

1. Capture the prospect’s name, contact info, and best way to reach them.
2. Confirm which lines they want quoted (auto, home, umbrella, etc.).
3. Note their current carrier and renewal or expiration date, if known.
4. If you use Canopy Connect, send the link so they can pull their current policy details automatically.

Gather Information

5. Collect driver details for everyone on the policy.
6. Collect vehicle details (year, make, model, VIN).
7. Collect home details (year built, square footage, roof age, prior claims).
8. Confirm desired coverage limits and deductibles.
9. Pull the prior declarations page if Canopy Connect wasn’t used.

Run the Quote

10. Run comparative quotes across your markets.
11. Apply any discounts the client qualifies for.
12. Double check limits and deductibles match what the client asked for.
13. Prepare the proposal for presentation.

Present & Follow Up

14. Present the quote and walk through the coverage.
15. Answer the client’s questions and log anything they want to think about.
16. Note the client’s timeline for a decision.
17. Schedule a follow-up if they’re not ready to decide today.

Handoff

18. If the client accepts, mark the account ready to bind.
19. Hand off to New Client Onboarding: Personal Lines.
20. If the client declines, note why and whether to follow up at their next renewal.

Exceptions

• Prospect goes quiet after the initial ask. Don’t let it sit indefinitely. Follow your agency’s standard cadence for a non-responsive lead, and note when to stop trying.
• Home or driver doesn’t qualify for your standard markets. Note it early and route to a specialty or E&S market instead of quoting something you can’t actually place.
• Canopy Connect pull comes back incomplete or fails. Fall back to requesting the declarations page directly. Don’t let a tool hiccup stall the whole quote.
• Prospect wants a price before you have full information. Give a range if you have to, but don’t present a final quote until the details are actually confirmed.

Completion

This process is done when the prospect has a clear answer logged, either they accepted and were handed off to New Client Onboarding, or they declined and a follow-up plan (or a clear reason not to) is on file.

Agency customization

This resource is intentionally system-agnostic. Fill in your specifics before using it:

Your rating system. Name the comparative rater or portal your team quotes from.

Your markets and discounts. List the carriers you quote most often and the discounts your team should always check for.

Your follow-up cadence. How many times you’ll reach out to an undecided prospect, and when you stop.

Don’t treat this as complete as written. It’s a starting point built for agencies in general, not yours specifically.