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.

Success lies in exposing new people to your Insurance agency every day

Business WomanThink about that for a minute. Success lies in exposing new people to your insurance agency every day. But, you think, I have lots of customers and they always need something. That may be the case, but existing customers are not new customers and do not expand your business base, unless they are referring new people to your agency every day. Chances are they are not.

This is another way that selling insurance can work very much like the multi-level marketing (MLM) model. The only way MLM systems grow and continue producing money is by exposing their products to new people every day. Sure, they take care of their existing and repeat customers, but without marketing to new people every single day that MLM company would stagnate.

If you want to take the “safe” rout by servicing only existing customers, that is a personal marketing decision. However, it has the potential to backfire. Only by stretching your wings will you learn to fly in uncertain weather, but still get to your destination (increasing your sales base) in good shape. Try it. You may find you like the updraft of multiple sales coming in.

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Work Like an MLM Marketer on Medicare Supplement Leads

Even insurance salespeople can make their sales record the envy of other agents if they work leads like multi-level marketing (MLM) professionals.

MLM agents are often considered in a class of their own, and in some ways, they are. However, they have many things in common with aspiring and serious insurance agents, particularly with concern to selling techniques.

Some MLM home business entrepreneurs think the business sells itself, but it never will. This advice applies to insurance sales as well. A policy does not sell itself. Medicare supplement leads are valuable on their own, but just because an agent purchases medical supplement leads from a lead generation company, the leads will not work themselves.

If an agent has no intentions of actively working viable leads, he or she might want to consider another line of work.

Along the same line, beware of software dealers who suggest your leads can be handled effectively, efficiently and automatically without input. Frankly, viable, reliable software sales programs that function as well as human interaction do not exist. Hiding behind automated software costs sales in every industry. Always deal with people personally, on a one-to-one basis. This selling technique is called relationship marketing, and there is no replacement for it.

In the world of MLM, all good marketers know that they must do the work themselves to succeed. If potential buyers know an agent and are familiar with the product, they are more likely to buy from that person than any other. Hands-on marketing is still really the only way succeed when selling insurance.

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