Insurance Lead Generation for New Agents
You’ll never meet an insurance agent who talks about the glory of generating insurance leads. Likewise, you’ll never meet someone who joined the insurance industry just to learn how to generate leads. However, any one of the super successful insurance agents working today will tell you that the secret to their success is simple – a solid, never-ending supply of fresh, qualified leads that convert to sales.
If you’d like to join the ranks of the super elite, you’ll quickly learn the only path that leads to this emerald city is through the process of insurance lead generation. The following is a quick guide for new agents to getting all the leads you’ll need to take your business to the next level.
One of the most common strategies for insurance lead generation is to use a list service. The list company will gather exhaustive information on people, their families, and their occupations. These companies will then sell the information to you, either as a list or individually to insurance agents. When choosing which list service to go with, do your due diligence – pick a company that has a proven track record of offering good quality, exclusive leads, and interview the staff that will be generating the information to be sure they’re qualified. Ask experienced agents.
From there, it is the responsibility of the insurance salesperson to take this information and act on it. You’ll need to contact the individual and use the information gathered through the list service – as well as good old fashioned sales techniques – to find out what the person needs/wants in terms of insurance. Once you have this information, you can offer them your products in a way that makes it sound like they shouldn’t go another second without this insurance. In order to do this, you’ve got to have extreme confidence in both yourself and your products.
However, even better than using a list service company to find the lead’s information is the ability to generate your own leads. It’s always good business practice to keep the health and viability of your business out of the hands of other companies, so with this knowledge, you can ensure that your business is dependent only on you – not on a list service company that could go out of business at any point in time.
While there are numerous books, courses, and seminars dedicated to the art and science of generating your own leads, the following is a single tip that the best of the best in the insurance lead generation business practice each and every day.
First, be sure you have a good, professional website that has the ability to collect a prospect’s information. Get additional exposure using an inexpensive service like LocalAdlink. Try to be as detailed as possible when collecting this information – for example, how big is their family? What is their household annual income, and do they live in a flood zone? What type of insurance are they looking for? Finally, put the most effort into gathering their contact information. Be sure your website employs the time-tested tactics of persuasion and sales copywriting to convince them to enter their information.
Remember, a lead will be very reluctant to give up their information – after all, no one really wants to be swamped by telemarketers who got their information. Make it easy for them to call or contact you if they don’t trust submitting their information over the internet. Consider offering them a free report or a discount on one of your products to get them to give up their information, and be sure to stress the importance of your offerings. Eventually, you’ll find yourself flooded with contacts knocking at your door.
These tips, along with established sales and marketing strategies will open more doors for the average new insurance agent than they ever thought possible. And while there’s no such thing as insurance lead generation that happens by itself, these tips are about as close as you’ll get.
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