32 Insurance strategies for insurance Agent

32 Insurance strategies, tips and sales lead generation ideas

1. In-House Telemarketing – Don’t make the mistake I see a lot of agents make with in-house telemarketing by having one person do it all day long. I’ve seen a lot of good producers get burnt out that way. It’s more sustainable and productive to have your producers telemarket for an hour or two each day at the best times of the day.

2. Lunch Table Quotes – If you know anyone who works at a company with lots of employees, ask them if you can setup a quoting table in their workplace cafeteria. Make it clear that you’re not going to pressure or interrupt any of their employees, but you’ll setup a table and a sign advertising free quotes for anyone who wants to save money. Pitch it like you’re doing them a favor, not the other way around.

3. Criss Cross Directories – There are companies that specialize in developing accurate contact information for everyone who lives near your agency. There’s a list or service for just about every type of insurance you might be wanting to sell, or just get the contact info for everyone in the zip codes you care most about. Here’s two of the biggest companies in the space, Cole Information, Haines

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4. Insurance Website Bible Book – If you haven’t read The Insurance Website Marketing Bible yet you’re missing out on a great FREE resource for insurance agents. It’s a FREE book you can download with a bunch of great ideas for marketing your website and there’s an entire chapter devoted to lead generation. If you haven’t read it already download your free copy here.

5. Get Old Leads From Agencies that are Closing –  If you know an agent shutting down their agency or selling it over to someone else, ask if they have any old leads you could buy off them. Chances are decent they won’t care since they’re leaving the industry and may be open to a fair cash offer. While you’re at it, make sure to ask what’s happening to their phone number. You might be able to make an offer for that too, and forward it to your line…. just a thought.

Read also: Facebook marketing tips and ideas needed by an insurance agent

6. Fishbowls – Yup, I said it… fishbowls. Talk with other local businesses, especially those that are really close to your agency and offer to pay for the cost of a gift certificate to their store once a week or month if they collect business cards for the drawing and give you the contact information. Or just offer to convert the leads onto a spreadsheet for the other business owner in exchange for letting you have the information.

7. Get a Better Website –

It’s hard enough getting people to your agency website, are they impressed when they get there? If your website isn’t clean and professional nobody’s going to trust you enough to call or request a quote online. It’s easy and cheap to get an impressive website for your agency nowadays so it’s time to upgrade your online presence.

8. New Home Purchases – In addition to home insurance, new homeowners are great targets for life insurance and other financial products. Since the transactions are public information it’s easily accessible. Your local government website might have the information or you can always look into a lead service that provides information like this. Just Google “new homeowners list”.

9. Online Marketing – It’s hard to find a better place to generate leads nowadays than online but it can be challenging to manage all the different aspects through different vendors. There are online marketing companies that specialize in insurance agents who offer complete online marketing packages that include everything, website, SEO, social media, email, PPC, etc. You can save yourself a lot of time and amplify results with a full marketing package from one trustworthy company.

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10. Marriage/Engagement Announcements – A lot people who get married or engaged put announcements in the local newspaper. These couples are the perfect target for insurance agents because they’re often looking for new policies like life or home but they’re also entering a new life stage and should be more receptive to conversations about the value of a trusted insurance agent.

11. Mailback Newspaper Inserts – I know some agents that swear by this lead gen tactic. Mailback cards are small postage paid postcards people can use to enter their contact information and drop it in the mailbox. There’s no stamp needed because the post office bills you for the postage. All the agents I knew who liked this idea were captive agents getting the cards for free so if you had to pay for the original printing I’m not sure if the payback is quite as worthwhile.

12. Email Your Clients – Is your agency sending out a monthly newsletter? If not you’re missing a great way to stay in contact with your customers and generate new leads. Each newsletter is a chance to ask for referrals and cross-sell new products to every single one of your clients. If you don’t have time to make a monthly newsletter check out this email newsletter service for insurance agents.

13. Exchange Leads with Other Local Businesses –

I’m sure most of the local business owners around you would love to get their hands on your customer list for sales leads. Of course you aren’t going to give that out to anyone, but if you can find a few other local entrepreneurs you can trust who also have lists of their own, consider exchanging information.

14. Buy a List – You can buy a list of just about anything. Want the fax numbers of all the chiropractors in your state? Mailing addresses for all the beauty salons? Whatever you want, there’s a list company that’ll happily sell it to you. Infogroup is one of the biggest providers and I’m pretty confident about their data quality.

15. Live Quotes on Your Website – You already know that people want to shop online for insurance, but can your website provide live quotes? In our experience here at InsuranceSplash, live quoting on your website works best for products that don’t need to ask too many questions to generate a fair price. Our website clients have had great results for life insurance especially. If you’re considering adding live quoting functionality to your site Check out NinjaQuoter. We’ve worked with just about all the online raters and they seem to have the highest converting forms out there.

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Read also: 37 Perfect insurance marketing ideas, ways to market your insurance Agency and advertising tips

16. Hire a Telemarketing Company – Why not leave it to the experts? The beauty of hiring a telemarketing company is that they often can provide the scripts, the phone numbers, the training and everything else and all you need to do is pay for the leads. The best leads are those that can be warm transferred so it’s highly recommended to only pay for telemarketing done on your behalf during the times when someone in your office can take over the call.

17. Your Facebook News Feed – I’m not saying your news feed is the place to go when you need to make a sale today, but if you’re an avid Facebook user and you pay attention you’ll realize that your news feed is full of sales opportunities. People having babies, getting married, buying cars, houses, and other cool stuff that needs insurance.

18. Pay Per Click Ads – Pay-per-click ads are the results you see above the normal results on Google, Yahoo, and Bing. They’re not always cheap in the insurance industry, but you bid against other insurance agencies for the traffic so the prices are generated by the market. For generating leads, it’s best to send the traffic to a squeeze page – a page focused on collecting the visitors information with no external links or anything else. (As opposed to sending traffic to your agency’s homepage). And if you need help running the ads work with an online advertising company that specializes in helping insurance agents.

19. Networking Events –

What do you call the 30 business cards in your hand at the end of a networking event? Leads. With any leads though, the key thing is your follow-up. I recommend using social media for most of your networking follow up since it’s quick and easily opens the doors to developing stronger relationships.

20. Sponsored Table List – Any time you’re sponsoring a table at a local community or business event ask the organizer for a list of all the attendees and the other sponsors. Of course the idea is to generate leads with the interactions you have, but if they might give you a list of everyone who shows up why not ask for it?

21. Hook Up With Accountants – A recommendation from an accountant is very powerful. It’s like your dentist recommending a toothbrush. It takes more than a casual relationship with an accountant to generate leads, but if you can gain their trust and help their business, accountants can be a really great source of leads. I know a couple agents who’ve grown considerable sized books almost exclusively from referrals from a close accountant friend so I know it can work.

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22. Motorcycle Dealerships – They’re selling motorcycles, you sell insurance for motorcyles. I guess it’s a pretty good fit, right? Remember that motorcycle dealers don’t want you to pay them commission, they don’t want to help their clients get great coverage at affordable prices. They want to sell motorcycles. Make it easy for them to sell more motorcycles and they’ll like you. Offer to drive to their dealership within 20 minutes to write a new policy anytime they need the coverage to sell a motorcycle.

23. Referral Breakfast Group – There’s referral breakfast groups just about everywhere. If you haven’t been to one before here’s how it works. A bunch of entrepreneurs (only one per industry) get together once a week to discuss business, network, and give referrals to each other. The nice thing about being an insurance agent in one of these groups is that it’s pretty easy for other members to refer your service since everyone needs insurance. The taxidermist on the other hand…

24. Hire a Telemarketer – If you really want someone in your agency to be dialing out all day long, hire someone specifically for the purpose. When their expectations are appropriate right out of the gate you’ll have a much higher chance of success. Keep the hourly pay low but make sure to reward the generated leads and sales generously.

Read also: Practicing and studying sales will improve your ways to sale more insurance

25. Alumni Database – Does your college or high school have an alumni database? If so it’s a great place to look for potential people to reach out to. Where I went to school they even let you search by industry, job title, and location so it could be a goldmine of leads for the right person.

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26. Blank Business Cards – Ever run into someone that could be a great sales lead or referral source and they don’t have a business card to give you? What happens? Most likely nothing. Carry around a few blank business cards and a pen so you can write that person’s information down and put it in your wallet. I suppose you’d better be careful doing this with a member of the opposite sex. It could be easily misinterpreted!

27. Informational Whitepapers – A “Whitepaper” is basically just a informational report that is considered to have some value. If you want to collect the email addresses of a specific demographic or people in one industry you can create a simple landing page that offers the downloadable whitepaper in exchange for the visitor’s email address. Warning: Make sure the topic of your whitepaper is really REALLY enticing.

28. Facebook Ads – If done correctly, Facebook ads can be very affordable and extremely effective. The trick is that you can’t just go straight to offering a quote. People aren’t using Facebook to get insurance quotes and they know they can get a quote whenever they want to anyway. To generate leads with Facebook, offer something people would want in exchange for their information. If online marketing isn’t your expertise you can also work with a company that specializes in online ads for insurance agents.

29. 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.

30. 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.

Read also: Sales insurance tips for starters or novices insurance agents

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31. 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. “I saw your vehicle parked at Home Depot this morning…”

32. 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.