Selling valuation is one of the quickest ways to add 2-3% straight to your top line.
So... why don't more movers do it?
Tim Krupp, owner of $8M+ Krupp Moving and Storage and Movebees, says there are 2 big reasons:
But Tim is proof it works. His team sells valuation on 36% of jobs—adding nearly a quarter million in annual revenue!
Here's his playbook for making it happen.
You can’t be half in, half out. Like all things sales, valuation is a numbers game.
"If you're gonna sell valuation at all, you want to sell it all the time. You're going to take way less risk if you're always selling it, than if you sell it every once in a while," says Tim.
Here’s Tim's proven process for generating more revenue from moving coverage valuation.
Coming from 3 generations in furniture retail, Tim mastered the art of selling warranty packages. His motto?
“Sell it early, sell it often.”
Make sure your salespeople are presenting it right upfront. And yes, that means adding new sales scripts, templates and SOPs to the mix.
“Your sales people need resources,” says Tim “We need to sit down with them. Educate them. Spend the time with them so they really understand it well.”
Tim's also a big fan of role play. "We do it in all my companies," he says. "It can be uncomfortable at first, but we have fun with it. We laugh, but it's really the best way to get comfortable selling anything."
Tim teaches word tracks to help his team get ready to speak about what they'll be selling. Each salesperson can have their own way of saying it, as long as they hit the key points every single time.
📞 Tim’s top word tracks:
💯 Pro tip: Offer valuation at least 3 times—when the move is booked, when the move is confirmed, and again on move day before the job starts. (Companies do this by letting crew members sell valuation from the crew app).
Then sell it to as many customers as you can!
Ready to see your sales tick up? Give your team some skin in the game.
Tim pays his team 15% of all valuation they sell—and they sell a ton of it.
While you're thinking about incentives, make sure to include everyone who interacts with customers: not just salespeople, but ops, customer service, and crew, too.
"If someone's making money on it, they're going to sell it," says Tim. "It's as simple as that."
💰 Tim's best incentive tips:
The goal is to create a culture where everyone understands the value of valuation coverage and is motivated to sell it to customers.
"When everyone has skin in the game, that's when you see real results."
Let your system do the heavy lifting. It's as simple as setting up a few key automations in your CRM.
"You gotta make your CRM work for you," says Tim. "We work in SmartMoving. We love it. Valuation prints on every single estimate."
🤖 Tim's must-have automations:
Tim’s team starts with a $0 deductible on the estimate. If customers hesitate, that’s when they bring in other deductible options.
“For local, we offer a $0, $100, and $300 deductible. On long distance, we offer $0, $250, and $500 deductibles. But you can make those as high as you want,” says Tim.
With a process like this, everyone wins. Automations do the "busy work" so Tim's team can focus on what really matters—educating customers.
Of course, you can't just sell valuation. You have to back it up with a solid claims process.
"You've got to have ironclad paperwork that protects you," says Tim. "And that paperwork doesn't mean anything unless we're getting everything signed."
📋 Tim's claims process cheat sheet:
Tim’s team at Krupp Moving and Storage has a claims ratio of 1%. Their secret? Speed and empathy when handling claims.
“You're not always paying out full price. You can offer to fix things. Negotiate with people. You've got some wiggle room.” Tim explains.
He trains his team to apologize immediately and paint a clear picture of what happens next: "We're going to get this handled for you right away. I'm sending forms now, and our claims team will call within 24 hours."
"If you get a little trust from them upfront, it's goes a long way on the back end."
💯 Pro tip: You don't have to pay everything out of pocket. For bigger claims, talk to your insurance broker. They can give you guidance on how it will impact your rates long term.
67% of movers sell valuation coverage—which means 1 in 3 are still leaving good money on the table.
It doesn't have to be complicated. With Tim's playbook and 2-3% more revenue coming in, you'll kick yourself for not selling valuation sooner.
"Selling valuation isn't just about making more money. It's about providing real value to your customers and peace of mind for everyone involved."
Start with just one of these strategies this week and watch what happens. Your future self will thank you.
Watch Tim's full session on selling moving valuation here👇.