VTC drivers are often protected for their professional activity (professional liability, fleet, loss of license), but neglect their home , which is essential for their peace of mind and that of their family. For a broker , cross-selling home insurance represents a major opportunity: retaining an already committed customer, increasing turnover and offering a comprehensive offer. In this article, discover why and how to effectively sell home insurance to your VTC customers.
1. Why offer home insurance to a VTC driver?
Valorize an already established relationship
The VTC driver trusts you with his business: he will be receptive to advice on his personal protection.
Respond to a real need
Nomadic status, staggered hours, prolonged absence: VTCs are exposed to burglaries and damage to homes.
Develop the average basket
A standard home insurance policy often costs €200–300 per year, providing a stable, recurring source of income for the broker.
2. Understand the specificities of the VTC profile
Use of home
Many store professional equipment (tablet, card, uniforms): offer a professional furniture guarantee .
Regular absence
Formula with reinforced surveillance (frequent holidays) and burglary prevention option (security visits).
Variable income
Offer a flexible payment method (monthly installment with no fees) to fit the driver's cash flow.
3. Build your sales pitch
Highlighting complementarity
Explain that their home coverage is as essential as their professional liability insurance to ensure their privacy.
Illustrate with concrete cases
Tell a story: a driver who suffered water damage while his family was away and was quickly compensated thanks to home insurance.
Offer tailor-made packages
Create a VTC+Home duo with a cross-discount (–10% on the second policy).
4. Key guarantees to highlight
Private life civil liability
Covers damage caused to third parties outside VTC activity (neighbors, third parties).
Water and fire damage
Domestic accidents cause longer downtime than fleet incidents: rapid compensation.
Theft and vandalism
Enhanced protection if the vehicle is parked in front of the house, highlight the alarm/intrusion detector option.
24/7 Support
Provision of a locksmith or cleaning company to limit loss of income during a professional adventure.
5. Effective cross-selling process
- Identifying the right time : during the annual review of the VTC policy or on the occasion of a renewal
- Customize your quote : immediately integrate housing options into your existing VTC quote
- Proactive follow-up : telephone or email follow-up highlighting the benefits and a numerical comparison
- Electronic signature : simplify subscription via e-signature, in less than 5 minutes
- After-sales service : call two weeks later to check satisfaction and adjust the offer if necessary
Conclusion
Cross-selling home insurance to VTC drivers is a win-win strategy: you offer comprehensive protection to a high-risk profile, while sustainably increasing your brokerage revenue. By understanding their specific needs, offering tailored coverage, and streamlining the subscription process, you transform a VTC customer into a repeat customer.
KT Courtage offers you packaged solutions and personalized support to help you successfully move upmarket.