May 2012 | Issue #5
Meet Your Customers In Their Natural Habitat
Welcome to event season! Every spring, collector-vehicle and collectibles markets ramp up their events, drawing thousands of collectors to venues across the country. Guess what? It's also a great opportunity for you as an agent to increase sales.
There's no way of telling exactly how many Americans hold collections, but consider how many things people collect: classic cars, stamps, dolls, holiday decorations, rare wine, coins, jukeboxes, music, books… the list goes on. For every collection there's a need for adequate insurance protection. It's a market wide open to agents willing to familiarize themselves with their customer base. And what better way than to meet them where they gather – in their natural environment of a collector show or event?
What do you gain from mingling with collectors?
This spring, make a date with collectors in your area. Attend one show. Get to know the people at the show: the exhibitors and attendees. Ask questions and learn more about the market.
From coin collectors and antique collectors to model train collectors and car enthusiasts, there are plenty of events to choose from. National Collector Car Appreciation Day is also fast approaching in July, so keep an eye out for events happening in your area to get a taste for the collector-vehicle hobby. American Collectors will again be hosting a car show at our headquarters (details coming soon). Look for calendars of events from these sources, or search for events in your area:
American Collectors Event Locator
Military Trader Show Calendar
Hemmings Motor News Event Calendar
No matter which event you choose to attend, you'll begin to see the enormous potential that collectors can bring to your business. You can serve as the trusted advisor and help them secure the right coverage that protects those carefully selected valuables. And American Collectors will be right alongside you to give you the information and support you need! Visit our Agent Resource Center for helpful information and answers to your collectibles questions.
Be sure to tell your clients about National Collector Car Appreciation Day. Visit the SEMA website to learn more and locate events in your area.
Feel free to send your comments, questions or ideas for future articles to firstname.lastname@example.org.
Q: How do I know when to quote a vehicle as “original” or “modified?”
A: An "original" or "stock" vehicle is a factory-built, mass-produced vehicle that hasn't seen significant modifications from its original factory condition. Some original vehicles have safety or comfort modifications, such as power steering, seat belts, etc. Also, minor modifications that don't significantly enhance performance – such as gauges, seats, engine chrome, etc. – still fall within the "original" rate classification.
A "modified" vehicle is one that is altered dramatically from its original production condition. Examples are substantial engine performance modifications, custom paint jobs, lifted suspensions, modified interiors, body changes, and any radical modifications, including T-buckets (model T-inspired hot rods) and pro-street (street-legal custom car).
This Month’s Tip for New & Curious Agents
To uncover hidden collections that customers need to protect (and to gain an add-on sale), ask your clients the right questions! This month's question:
Beyond family photos, what one item or group of items that you own do you want to protect or preserve?
It may be that your clients haven't considered their collectibles to be at risk. By framing the question alongside the standard "save the photos" response, you'll get them thinking about those things that have similar value to them.
Collector Vehicle Program
Policy & Account Management
Agent Resource Center
Check out our previous newsletters here.