Growing an insurance agency can be an adventure

Growing an insurance agency can definitely be an adventure, and no doubt you’re going to make mistakes along the way. That’s good. Making mistakes is a way to grow and learn what not to do. One thing to remember is that marketing, no matter what you are marketing, including an insurance agency, is similar to working in the Multi-Level Marketing (MLM) profession.

How so you ask? Your leads in the MLM industry are an investment to work, to ensure you receive an income, much like insurance leads are an investment to work when you want to sell insurance. In short, without leads, you cannot grow. So, you need to work insurance leads from a lead generation company just like you would work MLM leads. Know you products. Strive to educate your potential customer. Provide good service. Follow up and promptly answer any questions. Be personable. Stay on top of your training.

The most important thing for you to understand when you buy leads is that you can’t just read them and file them. They come to you in real time, and if you work them right away, your chances of converting a potential customer is high. While they may take a few weeks to eventually decide what they want, they have already indicated they are interested in insurance and need information. This is the time to take action and do due diligence.

If you wait on your leads and let them age, you stand the chance of losing them. When people go to the trouble to fill out a contact form requesting an agent, they generally expect to hear from someone within at least 24 hours. Wait any longer and the lead may lose their enthusiasm for buying a policy. You know what to do. Do it with enthusiasm and do it quickly and watch your agency grow.

Quotes Help Sell Insurance but May Reduce Commissions: Get Smart

If you spend all day providing quotes but at the end of the week have nothing to show for it other than several messages indicating that people are not ready to buy yet, your commissions are suffering. Get smart.

Many new insurance agents feel that in order to get leads, they need to be on the phone virtually all day, every day. But that begs the question of how would anything concrete get done? Cold calling may still work today, but it a rare bird nonetheless and does consume a disproportionate amount of time. One of the most difficult jobs be successful in is selling insurance. It is tough to ask people if they want more insurance, because not many of them are going to reply in the affirmative.

Perhaps your sales manager insists you make a certain number of calls a day and keep track of them. By the end of the week it is going to become quite clear that being on the phone all day chasing leads is not lucrative.
At best, it the manager may provide their insider secret: Ask a potential lead if they would like a quote. Most potential customers do agree to receive a quote. After all, it does not commit them to anything. But it does not do much for the agent either, other than increase their level of frustration.

Consider some general mathematics before launching into making cold calls for a majority of your time in the office. Presume an agent’s time is worth at least $20.00 an hour. Over the course of the first few years in business, an agent selling health and life insurance may make up to $30,000 a year, which sounds good, but one needs to factor in at least a 25 percent deduction in the form of business expenses. Such expenses may include, but not be limited to: gas, eating out, office supplies, car maintenance, insurance on one’s vehicle, clothing, phone bills and office rental. Suddenly, that $30,000 may become more like $21,000.

What is the solution to the get leads or perish conundrum? The solution is just a click away, online. Buy internet leads, but remember to buy them from a reputable online lead generation company. Steer clear of lead generation companies that say they sell exculsive leads but in reality those leads are exclusive to at least seven other agents. More often than not these so-called exclusive leads are culled from generic sources such as telemarketing, television commercials, email marketing campaigns and banner ads online. Put another way, they are anything but exclusive.

Buying leads from a lead generation company is a smart investment of marketing dollars, but remember to choose a lead generation company carefully. Choose the leads that do pay off and are actually and genuinely exclusive and garnered in an ethical manner.

Which is more appealing? Working hundreds of unpaid hours to capture leads or buying leads that are virtually ready to convert, provided they are worked diligently? If one spends money on buying the best leads, then one’s career is can take off and become financially successful.

Getting smart and choosing a reputable online lead generation company is the ticket to success.

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For a Consistent Source of Health Insurance Leads Stay on top of the Market

Insurance agents want quality leads that convert. But once they do convert, leads must also be worked diligently to become customers.

Agents wanting to ensure they have a constant source of income due to leads turning into customers should aim to sell highly lucrative group health insurance policies. This class of policies are typically considered to be gold. Of course, the sales do not just “happen.” Any leads need to be worked to be converted.

However, before putting the cart before the horse, the first step to finding lucrative leads is to know where to look for the leads. To that end, agents should know the market by staying on top of it constantly. Looking at all angles and considering creative ways to sell group health insurance is essential. The fact is everyone needs medical insurance and that includes those who work for companies offering health insurance as a benefit to their employees.

The market is not individuals. It is a group of people working for businesses that offer health insurance. These companies may be small or large, but they still want a reasonable price for group health insurance that does not put them in the poorhouse. That is where This is where expertise comes into play. An agent knows which policies suit each business. This strength, a knowledge of the market and customers, easily translates into ability to close a sale.

It’s quite usual for potential group health insurance customers to take time to make a decision about buying a policy. One should follow up consistently, with good information and stay in touch, even if it does seem to feel like nagging the potential buyer. Part of a good sales strategy is to stay on top of the mind of a potential customer.

Without follow up,agents stand to lose out when another picks up where the first left off. Persistence in contacting leads, rather than insistence, is key. Being there when a potential client needs to know something before making a buying decision is a smart move. To that end, agents should have or cultivate the confidence in their ability to sell and service the group health insurance market.

Businesses not only want a good policy, they want a good agent who knows what they are doing and can help them with any issues or questions they may have. It’s best to be the solution before a problem arises. Scheduling appointments and keeping them, while being willing to be flexible with changes on the part of a business owner can go a long way. Their life is often not their own and an appointment planned may not happen due to an unexpected event.

An insurance professional should fit into the client’s schedule, not the other way around. Being in the insurance business means being where and when a customer needs assistance. Following that dictum, knowing policies, and staying a step ahead of customers needs can help anyone to stay ahead of competition.

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Trying to find leads on your own?

Trying to find leads on your own is a good experience, and it teaches you the hard way to market a product. It’s not that it does not work, because it does. Decades ago, the insurance business flourished on cold calling and sourcing leads with known contacts. However, in the age of technology, the customer landscape is changing constantly and rapidly. You need to keep up.
If you’re selling Medicare supplements and/or Medicare, you are aiming at a certain audience. Most are tech savvy, though some are not (and some are in between and faking it). This is where you come in. Your audience informs the best way to market your products. Email campaigns, texting and tweeting about your products may work well with about 25 percent of your intended prospects. What about the other 75 percent?
If you know how your customers want to receive information, you have their attention. Some seniors prefer getting information in the mail. It is familiar. Posted mail gives people the time to sit, read and digest the information in their own good time before making a decision. Not all older Americans have a computer in the house. Some who do only use it for emails to grandchildren.
Tech-smart seniors do appreciate communication via the latest gadgets they own. Provide this part of your audience with the information they requested quickly and professionally.
Contemporary marketing allows you to use multiple methods to suit different parts of your audiences.

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Set yourself apart from the insurance competition with social media

Social media is one of the best tools you can use to keep ahead of the competition. By setting yourself apart on social profiles, you and your agency won’t become an “also eligible” entity when a person is considering insurance agents.

Get creative, and think along unusual lines to grab your audience’s attention. Humor is a good way to do that. So is making an offer potential clients can’t possibly refuse.

Gauge what motivates your followers, and speak to that motivation to capture their attention.

Surprise your followers with your scope of knowledge, and with information they had no idea could affect them. Give them a chance to ask you questions. You could start the ball rolling with your own Q&A. Use some of your own questions or questions others have asked you to populate your posts — funny, sad or happy, they all let potential buyers get to know you through human interaction.

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Social media is a good communications vehicle, but don’t overuse it on your group insurance leads

Yes, it’s true. There is such a thing as “too much” social media interaction.

Think TV commercials. If you’ve ever watched a great show on Hulu and had it interrupted every ten minutes with the same commercial, over and over, you know the true definition of irritation.

If you over-promote a product, your presence can become annoying and delete-worthy. Instead, make it a point to send your promotions to the right crowd in a timely manner. Avoid promoting Medicare supplement insurance to the 20-something crowd, for instance.

Pay attention to what and where you are marketing, and give your customers plenty of time between postings to respond to you.

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If you use social media to connect with insurance leads, listen up

Social media is incredibly powerful, and it’s one of the best vehicles your insurance agency can use connect with existing and potential customers. As with many marketing tools, there are some things you must remember to do to stay connected. For instance, remember to post regularly. If you only get around to posting something once or twice a week, you won’t receive enough exposure to stay in peoples’ memories.

You want to remain at the top of their minds on a daily basis, even if only for a short period of time, as positive reinforcement.

Be sure to provide your readers with content that appeals to their needs and interests. Even if the content rallies or divides people, it has still done its job and created interest.

Got a response? Reply as soon as you can. Do not put any comments or questions on hold. Prompt responses are a customer service expectation. Always be proactive in responding to health insurance leads or inquiries on or off your page. It maintains a solid connection with your followers.


How will you get your message seen online?

To reach prospective customers, your message has to stand above other marketing emails. If you craft the right kind of email and if it finds its way into the right inboxes, you must make the most of your chance to sell yourself and your product.

Don’t settle for a dull or weak headline. If the video or idea you have is powerful, the headline should match. A message with a strong, appealing subject line is more likely to be opened. Review your previous emails and the days and times they were opened. Review the headline characteristics of those with the best response. Did the headline trigger an emotion? Did it make people curious enough to read more? Was it phrased in a way that reminded readers of a problem they needed to solve – with your help?

Choose a headline and opening paragraph that evokes a positive emotion to boost responses.

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Finding balance in your insurance marketing budget

People consistently prefer to avoid the topic of death, but life insurance coverage is important. Your job is to educate potential customers and point out the protection life insurance offers your family.

Different people will respond to different tactics on your part. As such, you might consider multimedia campaign with the leads you purchased from

When it comes to your marketing dollars, you want the most bang for your buck. Spending it all in one area may limit your options. Consider sourcing life insurance leads from first, then researching direct mail campaigns, flyers, posters, online email campaigns and social media advertisements to find the optimal balance.

There is no sense in wasting time on the first step (trying to figure out where to find good life insurance leads).

Ask for exclusive life insurance leads and make a solid first step.

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Insurance leads need to suit your experience

When you’re contemplating buying quality insurance leads, make certain you stick to your knitting. If you sell Medicare insurance supplements, but do not handle life insurance, then don’t waste time and money on life insurance leads.

When you buy leads according to your established specifications, you build your business in a certain niche. If you attempt to stretch yourself too far and follow leads into an area you do not handle — because you think you could wing it or refer it — you risk making a mistake, mishandling a policy, short changing a client or selling the wrong type of policy. Your reputation is at stake.

Make sure you follow leads that will help you grow.

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