Generating insurance leads is one of the most difficult tasks for the insurance professional. It requires a strong, concise marketing plan and the discipline to follow through with it. You have several options to generate insurance leads. Find two to three options that work best for you and work to maximize their efficiency, then occasionally test one extra lead source. Set aside a marketing budget of $2,000 to $5,000 for the year. Spend about $100 to $200 per month on direct leads, such as Internet leads and conventions, and $100 to $200 per month on indirect leads, such as listings in phone directories.
Things You'll Need
- 1,000 business cards
- Professional name tag
Sign up for online insurance leads. Several popular Internet lead sources for insurance professionals provide real-time leads to purchase. Test one or two of them to see which format works best for you. Filter for your best niche market leads. These are highly competitive leads that get sent to four to six other agents, so call and email the lead right when you get it, and follow up frequently. Make a system of three to five follow-up contacts in the first five days, and, if you don't make the sale, continue to contact the lead after six months and one year when their existing policies are likely to expire.
Publish your contact information in business listings. Publish in the Yellow Pages and any other popular local directory. Publish in online directories as well. Do an Internet search for the keywords clients are most likely to use to find you. Click the links on the search results to find online directories; many of these are free to add a basic listing.
Join or start a business networking group. Join the group Business Networking International and the Chamber of Commerce or other local networking groups. If no memberships are open in the Business Networking International group, gather local business owners together and start your own networking group. Wear a professional name tag when you attend these groups, and order 1,000 business cards to hand out. Attend meetings regularly, and position yourself as an expert in your field. Actively talk to members, and ask for leads.
Publish a blog, but don't sell on your blog. Publish informational articles clients will look to for help in understanding a topic. Establish yourself as an expert in the field, and add links to your business website and contact information. Publish a short article at least once a week to be found and placed higher in online searches. Incorporate keywords in your articles that clients will use when searching for your services.
Purchase booth space at a trade show and community events. Bring gifts with your contact information printed on them to give to attendees. Dress professionally, bring your business cards and wear your name tag. Have a few larger items to raffle, and ask the attendees fill out a form to win. Include a section on the form for them to say what products they are interested in learning more about, and ask them to allow you to contact them in the future.