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Third-Party Leads. Finding Prospects on LinkedIn. Networking With Other Professionals. Example of a Professionals Networking Group. What are some pros and cons of company leads? How should you leverage LinkedIn to generate leads? How does an agent maintain a personal touch to find leads? The Bottom Line. Key Takeaways In the competitive field of insurance, one of the most challenging parts of being an agent is finding good leads.
Signing new customers is crucial to having a successful career in the insurance industry. LinkedIn is one way to find new leads, but it takes engagement and hard work to penetrate this robust networking website. Different lead generation methods will work depending on the agent's sale style, local market, knowledge, and specialty. When checking your contact list, reach out when people need help with something, or simply to say hello, wish a happy birthday or congratulate on a recent promotion.
Join a networking group, where folks from diverse professions help each other with needed services and contacts. Article Sources. Investopedia requires writers to use primary sources to support their work. These include white papers, government data, original reporting, and interviews with industry experts. We also reference original research from other reputable publishers where appropriate.
At first, it may seem counterintuitive to give away your valuable information. Another powerful and free way to gain exposure and position yourself as an expert in your field is by writing guest blogs. Collaborate with relevant websites where your future clients spend their time. Brainstorm a few topics based on what your current customers frequently ask and draft articles to submit.
Make sure your business information is current and comprehensive on every directory and listing platform possible, as this is yet another way to rank organically higher in online searches. With each of these platforms, fill out the information carefully. Double-check the spelling of your business name, your address on both Google and Apple Maps, your phone number, and website.
Provide a list of all the services and policies you offer. Make sure to include some keywords in your business description as you share how you stand out from your competition.
You probably know that word-of-mouth marketing remains one of the best ways to gather free insurance leads for your business. But you may not realize that the best way to encourage these types of referrals is by partnering with other professionals in your community. Connect with real estate agents, mortgage brokers, car salespeople, and medical professionals who may have the opportunity to recommend your services. You can also refer them to your customers, as well as offering them a chance to publish a guest blog on your website.
Collaborating can bring in more business for everyone. If online marketing isn't your expertise you can also work with a company that specializes in online ads for insurance agents. Chamber of Commerce - Chambers of Commerce are great for networking events and meeting new members of the community, but they're also great sources for leads. Many Chambers will give their members a contact list you can use to find all the other members but if that's not possible check their website for an online directory.
Even if you're not a member you should be able to use the online direcctory of most Chamber websites to find local businesses.
Because we've got hundreds more for you. Here's 3 easy ways to get new ideas to grow your agency today:. Cell Phone Camera - The camera in your cell phone is an awesome way to keep track of new leads. While you're driving around or walking and you see a business that would be good to reach out to snap a picture of their storefront or work vehicle so you can read their contact information.
If you really want to catch their attention send an email with the image attached. It'll stand out. Home Depot Parking Lot - If you're looking for contact information of local contractors just drive over to Home Depot or Lowes early in the morning. Snap pictures of all the work trucks with their phone numbers on them. The beauty of this idea isn't about getting the phone number. It's about having a conversation starter when you call up the owner. Cross Promotional Events - Throwing a special event just for your clients can be a daunting and expensive task.
If you want to ease the burden and get a lot more leads, team up with another local business for a cross-promotional event. All the businesses involved it could be several invite their own clients and let the cross-pollination occur. Referred By Cards - Make up some simple "referred by" cards that you can give to your clients.
You handwrite their name onto the cards and ask them to give them out to people they know who you can help. The key to this strategy is to educate your customer about who your perfect customer is. Although it's counterintuitive, the more specific you are about your ideal referral the better results you'll get. LinkedIn Ads - LinkedIn has been growing pretty quickly lately and their ad platform has some cool features to it. The best aspect for using it to generate leads is the fact that you can target people by their job so if you're looking for human resource managers of businesses with over 50 employees you can target those people.
Send your traffic to a squeeze page to capture the lead's information. Real Estate Agents - For obvious reasons, real estate agents can be a big source of lead generation for insurance agents. Remember that real estate agents are just like you, the only thing they need to have more success is more leads!
Give them leads and they'll give them back to you. Based on the numbers, one insurance agency should be able to support several insurance agents in a situation like this. Car Accident Claimants - The claimants are the people your customers hit with their car. Obviously its important that your customers are well taken care of throughout the claims process, but have you considered the sales opportunity that might exist for the other party involved?
You could reach out to them the same way you would reach out to your customers or maybe just send some direct mail after the claim has been peacefully resolved. Local Athlete Autograph Session - Is there a local star athlete that could draw a crowd? What about bringing in a few guys from the local minor league baseball team? Put something together for the kids and you'll draw their parents as well.
And raffle something off so you can collect Mom and Dad's contact information. Get More X-Dates - In my opinion, asking for x-dates is one of the most underutilized weapons in the insurance salesperson's arsenal. The thing I love about asking for x-dates is that it's not pushy. You're telling the person, "I want to help you with your insurance, but only when it's important to you".
How could you be collecting more x-dates every day? Audit Your Book - Auditing your book just means filtering your book of business down by certain factors to identify ideal customers to target specific products to. For most established agencies, there's more insurance to be sold to your existing customer base than anywhere else. Some common things to look for would be: milestone birthdays, new vehicles, job change, policy anniversary, child in the house, single-line policies, etc.
Facebook Get a Quote Tab - With everything you're already doing on Facebook to get more fans and improve engagement, shouldn't people be able to fill out a quote form right there on Facebook? Of course they should. If you don't have an app from your carrier or a developer to help you with it, use an app like this to create a simple quote form.
Host a Webinar - Offering valuable informtion in the form of an online webinar is a great way to generate leads from the people who sign up.
This is especially useful with commercial insurance because its even easier to develop educational content for a specific audience but you could do it for anyone as long as you're able to put together interesting and valuable material. Bring-a-Friend Event - Host a special event like a free movie or party that people will want to attend with the stipulation that entry is free for anyone who brings a friend.
Collect the friend's information including who brought them, and not only do you have a new lead, you have a new referred lead. Live Chat on Website - How many people do you think visit your website but never contact you in any way?
Believe it or not, the average insurance agent website never hears from more than 4 out of 5 visitors! Offering a live chat feature can engage a few more people that don't want to pick up the phone or give away their email address. Just make sure you can have someone ready to chat! Table at Community Events - Anytime there's an opportunity to show your face at a local community event you, or someone from your agency, should be there.
Invest in a nice cloth banner you can drape over the table with your logo on it and give away lots of free swag. Have something to raffle or give away in exchange for leads. Apartment Complexes - I know renter's insurance doesn't bring in the big bucks, but it's an easy way to get your foot in the door and a lot of people who rent today will be buying someday.
Plus, if you can write the renter's insurance you'll often get a multi-policy discount for the auto which might give you the umph that you need to close the deal.
How do you make the connection? Start by asking yourself how you could make an apartment manager's life easier. Lost Customers - I suppose this isn't quite "generating leads", but how hard are you working those lists of former customers? Sometimes it's hard to market to people you've already lost but as long as you didn't part ways in a horrible explosive tirade, there's always a chance they'll come back A lot of people find the grass isn't as green as they thought on the other side.
Your old customers are some of the most valuable leads you could have. Search Engine Optimization - If you ever want to know what it's like to have more leads than you can handle, get your agency 1 rankings in Google. Your website doesn't have to rank higher than the national brands, just the other local agencies. Do it yourself or hire an expert , but if you want leads you need to go where people are looking for insurance - Google!
Other Insurance Agents - Believe it or not, other insurance agents can be a great source of leads. You just need to find agents who can't or don't want to write the type of business you do. There's a lot of different reasons another agent might send you a lead, For example, captive agents have to turn away lots of customers who don't qualify for their carrier.
Boat Dealerships - Unlike cars, boat dealerships are going to have a decent number of first-time buyers who might be looking for their first boat insurance policy so you could write a good amount of new policies with the right connection. Boatowners are a great market to sell to so think about what kind of joint marketing opportunities you could put together with boat dealers.
New Business Registration Websites - I can't speak for all 50 states or any other region on the planet, but here in Florida there's a website that displays every new businesses that gets registered.
Your location might even let you filter by county, type of business, or some other metric that will help you target the best opportunities. Almost every new businesses has insurance needs. Referral Lunches - Invite a business friend out to lunch with the understanding that you'll both be bringing a lead for the other person. One of these lunches isn't going to make your entire sales career but if you can get in the habit of doing it every week or a few times a month it's going to add up.
Make sure you always bring someone good for your friend. Buy Other Agents' Old Leads - I know a lot of agents having success by following up on old leads 6,12,24 months after the initial contact, but a lot of agents aren't making the effort. Most agents let their old leads gather dust and it's not hard to find some that would be willing to give up a giant stack of them for under a buck a piece. The best guys to ask are the old-timers who know they aren't ever going to use those leads and are trying to squeeze every last dime out of their business before it's completely worthless.
I think we all know an agent or two like that. Facebook Contest - Use a contest platform like Offerpop or Wildfire to run the contest and collect leads in exchange for entries into a sweepstakes or some other reward. Offer a free T-shirt or magnet for the first potential customers who contact you. Guerilla marketing is a non-traditional type of advertising that uses creativity, humor, and surprise to grab attention. Image Source: Texas Instruments. Here are some of them:. Some lead sources will give inaccurate information in order to get money from you.
You have to be careful that the information they give is accurate and legitimate. You have to make sure that a potential insurance leads provider is available for any questions and concerns. Some sources will offer different levels of service — like or leads.
Some lead sources will give out outdated contact information. Have you been looking for a new and legit insurance lead provider? It provides updated insurance lead information with the help of Fuzebot. It even gives qualified data to its clients, and utilizes email verification to make sure that each lead is valid. Yep — it can help you avoid the problems I mentioned above when it comes to purchasing insurance leads.
The LeadFuze team has over 10 years of experience in the industry, so they know what it takes to get your business up and running! Sign up today for a free trial! The following can help you regardless of the type of insurance you offer such as liability insurance, long-term care insurance, health insurance, disability insurance, life insurance, home insurance, car insurance, etc.
One of the best ways to get online insurance leads is by creating a website where your target audience can learn about what you have to offer. A good way to do this is by providing free content that will educate people on what they need and how much it costs. That means your best bet is to target local smartphone users who may be looking for your service as they make their way through town. This will create a sense of urgency in potential customers who may be looking for insurance as they travel through town or near their homes.
Image Source: Design Pickle. Mobile versions of websites are an effective way for insurance agencies to reach customers on the go who may be searching for rates or policies while driving from one destination to another. A website created with responsive design will automatically adjust the layout of your site to fit on smaller screens, making it easy for potential customers who are searching from their phones.
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