The role of the warranty consultant is to get consumers qualified for good warranty coverage and enroll them on their first application.
Your number 1 goal as a consultant is to sell a warranty on every call over the phone to buyers.
When you first start off as a consultant you won’t have all the product knowledge about warranties, but you will learn this over time.
The number one thing that every consultant needs to remember is this:
If a consumer enrolls on their first application (the first time you talk with your buyer) then the administrator (insurance company) will incentivize a consumer to enroll today by offering them a better warranty called a CERTIFIED program.
The insurance companies do this because the first time someone gets quoted for coverage is when they are at the lowest risk of needing an immediate repair. Consumers don’t end up calling back until something starts to break on their vehicles and we want to avoid enrolling vehicles that have pre-existing conditions (just like any other type of insurance).
Your daily work as a consultant will be logging into the Lead Management System (Vanillasoft) and dialing the leads that are queued up in the system.
You will pitch your consumer (qualify them and give them the rate).
Then attempt to enroll them on their first application (on that phone call) by using proven sales tactics and techniques.
Then you will disposition the lead (result the call) and move onto the next lead in the system.