Insurance Lead Generation 2017 (45 Tips To Get New Prospects)

coin stacks and pens on paperI’m sure you agree with me when I say:

It can be EXTREMELY difficult to generate insurance leads.

But wait…it doesn’t have to be so challenging.

In order to succeed at insurance lead generation, as an insurance agent, you must make your money by issuing insurance policies.

Whether you’re selling car insurance, life insurance, or homeowner’s insurance, generating leads in a hard market can be rough.

Here’s the thing:

People may not be buying new insurance policies due to a poor economy or they may not be looking to change insurance agents or companies. If you feel like you are having a hard time generating new insurance leads, there are many things you can do to help generate new prospects.

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a hand holding out a light blue debit card

Some are tried and true methods that you may be aware of, but do not realize the importance of or do not think they will help. Others involve out of the box thinking to help you reach out to new people.

With so much information out there, we went ahead and made the process a little bit easier.

How Do Insurance Agents Get Leads?

1. Know Your Audience

family in a rainbow sphere This is the most important part, if you don’t know your audience well or what their needs are it’s going to be an uphill battle for you. No matter what it is you’re selling it all comes down to:

-Price: are they bargain shoppers on a strict budget or are they looking to spend more because they want a perceived premium product? A used 2001 Chevy Malibu and a brand new Rolls-Royce serve the same main function: they get you from point A to point B but one of them is a symbol of luxury socioeconomic status.

-Product: Is your service better than your competitors? Do you offer more features? Do you offer this product in “x” color?

-Relationship/Reputation: Are you like-able and approachable? Do you go out of your way to give the best possible customer service to your clients that they’ll rave about you to others? Have you taken any time to ask them about their lives or interests?

When it comes to service selling, relationships will yield you the biggest return because customers would rather give their business to someone they like and trust than a stranger claiming they have a superior or cheaper product. Wouldn’t you?

You can start by creating customer personas using this guide

Take a step back and recall what your last couple of sales were like.

What questions where they asking before they converted?

What was their biggest concern?

How did they find you?

2. Generating Car Insurance Leads

Where are your prospects hanging out and where are they looking for information?

In today’s digital age most of them are looking for information online and they turn to forums, blogs, and groups where others share their experiences on a topic.

So how can I find these people?

Put yourself in their shoes and start asking the questions they’re looking for.

A great way to do this is by using http://answerthepublic.com and typing “car insurance” to see what people are asking.

A few sample questions:

What car insurance is required in [your state]?

Which car insurance is the best and cheapest?

When does car insurance expire?

Who needs car insurance?

How car insurance works in [your state]

car in rainbow sphereOnce you know how to answer these, ask around your close network on which public forums or groups they turn to for answers to their question and to take it a step further you can use these questions as topic ideas for future blog posts or guides.

3. Be The Helpful Expert, Not A Salesperson

person leaning on giant check markEducate your prospects on the subject: they have questions, and you better have the answers. We all know that person who spends all of their free time finding out the latest tech trends and we also know someone who has a really niche hobby like building model airplanes, upgrading their car, or taking pictures.

What do they all have in common?

Expertise in a field you might not be fully aware of so they’ll be the go to person when you have questions.

Here’s the deal:

The same applies here, you need to be the go to insurance guy/girl that has all the answers that they trust so when they’re ready to pull the trigger you’ll be the first one they call.

4. Follow Up With Potential Clients

So many sales are lost simply because you were scared to follow up multiple times. A lot of times your prospects are preoccupied with other things in their lives or they simply simply didn’t catch get a chance to read your e-mail or pickup the phone.

Sometimes they really just need some time to think it over or ask their friends if they’re making the right choice, so following up every couple of days is essential in reminding them that you’re there to make the process easier.

So, how can you follow up without being a burden?

Simply “check-in” on them:

Ask them if they had a chance to think it over and if there’s any questions you can answer for them.

Ask them if they’ve had any luck finding a better deal.

Reiterate one last time how you’re the solution to their needs.

Here’s why this is important: 

-44% of sales agents give up after the first follow-up

-80% of sales require at least five follow-ups

-50% of leads are qualified but not ready to buy

-The average sales person only makes two attempts on their leads

[Source]

What’s the bottom line? 

Do NOT give up! 

5. Utilize Social Media For Millennial Prospects

If you are not using social media to generate leads, your insurance company can be missing out on a lot of new business.

Here’s why: 

Millennials turn to social media for all of their needs. They research companies on Facebook, learn about companies via YouTube videos, and even find out what deals or coupons are being offered with the help of tweets on Twitter.

There are so many different social media platforms out there and your business needs to be on the most popular to develop new customers. If you are not, now is the time to start ramping up your social media presence.

6. Facebook Groups

facebook iconsFacebook is still the most popular social media outlet with over 2 billion monthly users in June 2017.

Many of their users participate in Facebook groups. If you have Facebook and are reading this, you probably are in a few yourself whether it’s a meme group, a professional networking group, or a buy & sell group.

If you dig deeply, you’ll find a group for any niche imaginable.

With this in mind, you want to start using the search bar to find groups related to your industry and start answering questions.

If you’re selling car insurance you’ll want to find groups that have car enthusiasts, frugal spenders, college students, etc.

If you’re selling home insurance you’ll want to find groups that have home renovators, first time buyers, etc.

The bottom line:

Once you found your group take some time to understand how they communicate and start giving out meaningful advice that is relevant to them.

7. Reddit

reddit iconsReddit is a great place to find prospects, and if you’re new to this platform I’ll give you a few quick pointers.

-Just like Facebook groups, there is a “subreddit” for almost every niche and the best way to find them is through the search bar

-Do not spam trying to sell insurance, blend in with the crowd people here not very fond of marketers

-Be the helpful expert with insider knowledge trying to give it out for nothing in return. An example of this done right: https://www.reddit.com/r/personalfinance/comments/3k13kk/hi_pf_im_an_insurance_professional_here_with_some/

If you’re completely new to reddit, this 3 minute video will get you up to speed on how to start using it.

8. Quora

Quora is a social platform where you can ask questions about any topic and most likely someone with expertise in that field will answer.

Hopefully when it comes to insurance, it’s you.

With over 190 million monthly users reported on April 2017 it makes it a great place to make yourself the expert offering the best advice.

How should I use Quora?

Find the questions prospects are looking for such as “how can I save on car insurance” or “what kind of coverage do I need?” and address them in an organized and professional manner.

After you’ve done that you can go ahead and send them a private message through the platform and begin your follow-up sequence to see if they need additional guidance for their purchase decision.

9. Facebook Video Campaigns

Look at your Facebook timeline right now.

What do you see?

Is it filled with your friend’s status updates or shared and sponsored video content?

Here’s the thing:

According to Cisco’s Visual Networking Index, by 2019, 80% of all consumed content online will be made up of video content.

But why is that? 

It’s a lot easier to consume and share videos,  and 90% of users turn to videos when they’re looking to make a decision. Need to learn how to change a tire? There’s a YouTube video for that. Need to learn how to get the best rate on car insurance? There’s a video for that, and again, hopefully it’s yours.

With the continuing rise of videos, you need to make sure that you don’t get left behind.

There are two ways to approach this:

  1. If you have the time to learn it yourself: Facebook Ads Tutorial for Beginners Step by Step
  2. If you have the money and no time: Hire a Facebook Ads specialist. 

10. Networking Events 

male and female reading newspaper and using laptopFind all the chamber of commerces in your area and professional networking groups.

They usually have monthly events and mixers from all different types of professions.

Make sure you have business cards with you and know when to make the contact info exchange.

This guide will teach you the essential etiquette if you’ve never been to one before.

 

How to find them:

  1. Google [Your city] Chamber of Commerce and look for their events page; if they don’t have one listed then contact them directly and ask if there’s any events coming up.
  2. Facebook: Search [Your city] Chamber of Commerce
  3. Ask other professionals in your network to see if they know of any professional organizations that host these types of events

Want to know the best part?

Everyone in that room is a potential lead because they will all need some sort of insurance at one point in their life so make sure to establish yourself as the expert with all the answers.

11. Word-Of-Mouth Referral Programs

people with text bubbles above headsThis is a win-win situation for you and your referrer, but you want to make sure you make it enticing enough for them to be part of it.

What your checklist should be:

Do they even know it exists? If you don’t notify them that you have a referral program, then they won’t be able to participate.

  1. Is it hard to implement? Make it as simple as possible for them to be part of it. If you make them sign a bunch of forms and make it hard to collect their compensation then they’ll simply pass on your offer.

2. Is the reward enticing enough? You want to give them a reason to refer you, whether it’s a discount on their current premium for each person they refer that converts or gift cards to their favorite places.

3. Is your service word-of-mouth worthy? If your product sucks then it’ll be an uphill battle trying to convince others to put in a good word for you since their reputation on giving good advice is on the line. Think of that person who told you to try something only to make your situation worse than it was before, would you trust them again?

12. Participate In Street Fairs

street fairOne of the ways that you can generate new insurance prospects in a hard market is to attend street fairs.

In the spring, summer and fall months, many communities host different types of street fairs including farmers markets and art fairs. They typically allow local businesses to rent a space and market their services as well.

Typically, the rent fee for these spaces is relatively small and there is little investment as long as you have a table, chair and an easy up to block the sun. Throw out a few balloons and a business banner and you are good to go.

Here’s the deal:

This can be a great way to interact with people and develop new leads. As people walk by, ask if they are happy with their insurance. They may not realize that they are not until you ask, and then, you are right there to help them change that.

13. Set Up A Booth At Craft Fairs

An alternative to street fairs are craft fairs.

In the fall and winter months, craft fairs become more prevalent than street fairs. These fairs typically pop up around holiday time offering a variety of handmade items for customers to buy as gifts.

Often times, these fairs will allow you to rent a booth from them if you offer a service to the community. While you may think that you will be hard pressed to find people looking to buy insurance around the holiday season, you may be surprised.

Here’s why:

People are looking to cut their day-to-day expenses and create a budget as part of their new year’s resolution. Getting an insurance quote from you can help to show them how they can save money and just how much money they can save.

14. Advertise In School Newspapers 

Many schools have small newspapers that they distribute to parents and students.

These papers typically list events happening at the school and highlight star students for the month.

If you are looking to generate new insurance leads, it may be worthwhile to contact schools and ask if they have a newspaper you can advertise in.

Here’s why:

It is often extremely cheap to advertise in these papers and it may even be a tax write-off as all the money goes to the school. It is also a great way to put yourself in front of hundreds of parents who read these papers to see what is happening at their child’s school.

When you are looking to advertise in school newspapers, always be sure to select an ad that will be eye-catching. It is easy for your ad to blend in when the paper is printed in black and white.

How do you do this? 

Using unique graphics or eye-catching fonts can help draw reader’s eyes to your ad, which in turn can help you generate new leads.

15. Advertising In A Local Community Newspaper

stack of newspapers

Another way to generate new leads is to advertise in a local community paper.

These papers are often mailed out to residents in the area and detail community events that are coming up.

Local businesses are often allowed to advertise for a fee that is typically much less than bigger newspapers.

This can help your advertising dollars to go farther, while still reaching local people in your area.

This is because:

People care about what is going on their neighborhood, so you may be able to catch the eye of readers by going this route.

Once again, having an eye-catching ad is important, as many small newspapers are printed in black and white.

If you plan on advertising in papers for the long-term, consider hiring a graphic designer to help put together an ad that lays out what your business is, what services you offer and helps your ad stand apart from the others that may be in the paper.

16. Send A Direct Mailer Postcard

Many people dismiss direct mailing as a way to target new insurance prospects. This is because the conversion ratio is fairly small. You have to send out a lot of mailers to get any kind of return.

Here’s the deal:

If you want to increase your conversion ratio, mailing out a colorful and eye-catching postcard is the way to go. It does not require customers to open an envelope up, which can drastically decrease your conversion rates.

Customers simply thumb through their mail and see your business name and number right in front of them.

Don’t dismiss direct mailers when you are looking to increase your insurance prospects just because you have to mail a lot to see a return.

Here’s why:

Printing them and mailing them off is relatively cheap, which means that even if your conversion rate is on the lower end as far as advertising techniques go, your return on investment may still be high due to the low investment.

17. Create A Television Commercial

Often times, smaller insurance companies dismiss the notion of creating a television commercial, thinking it will be costly to make and/or costly to air.

However, while this used to be the case, it is not as pricey as you may think anymore.

It shouldn’t cost much to hire a small videographer to make you a commercial. Thanks to technological advancements, high quality cameras are more affordable and software that is used to edit videos is affordable.

Here’s the best part:

This allows novices to get their hands on the software and tools they need to make a quality product.

What this means for you is that you don’t have to spend a bundle to create a commercial you would feel comfortable airing.

And with so many different television stations who all need to run commercials, the cost of airing them has decreased.

It gets better: 

You may even be able to afford to run commercials during prime time on cable networks.

This may make it more affordable than you thought to create and air a television commercial, which in turn can help you to expand your reach and develop new leads.

18. Advertise On The Radio

Another way to increase your insurance prospects is to advertise on the radio.

People who are sitting in their cars in traffic still listen to the radio.

While some people are switching to commercial-free stations, others are not because they want to hear about traffic or weather in the area.

Now:

If you are advertising on the radio, coming up with a catchy jingle or great slogan is key.

Radio listeners will hear a ton of commercials and they may tune out those that are boring.

Having something catchy and unique creates brand recognition in customers and helps memory retention.

This allows customers to remember your business name the next time they need a new insurance policy.

19. Buy Internet Leads

There are companies out there who do nothing but farm leads for businesses off of the Internet.

They get people to put down their name, phone number, and address in return for receiving points that they can redeem to buy products or get gift cards.

Companies like SwagBucks are famous for doing this.

These leads may be targeted, meaning the person has indicated they may be looking to buy insurance in the next six to 12 months, or they may be un-targeted, meaning it is just a name and number.

The bottom line?

Buying these leads is a great way to get your hands on a list that you can target with your insurance services.

20. Do A Pay-Per-Click Campaign

When you do a Google search, you will often see a few advertised companies at the top of your search listings.

These companies pay to be displayed when people search certain keywords by running a pay-per-click campaign.

Depending on the type of insurance you are selling, you may want to run a campaign so that when someone searches for auto insurance or life insurance in your city or state, your company is displayed at the top of this list for these consumers.

If you are considering running a pay-per-click campaign, you may want to work with a PPC specialist.

Here’s why:

Running pay-per-click ads can be tricky and if you do not know what you are doing, you can wind up wasting valuable advertising dollars.

While you may be hesitant to spend money on a professional, their knowledge can actually help you to save money, off-setting the cost of hiring them.

21. Start A Blog

man blogging

You may not realize all of the benefits of starting a blog, but adding a blog to your website can help you obtain new insurance prospects.

Here’s why:

When you blog, you are hitting on a lot of topics.

These topics can come up in Google or other search engines listings.

If someone is searching on the Internet, there is a good chance that they will come across your blog, rather than your website.

Providing helpful blogs that are relevant to the insurance areas you serve can help more people find your business, which in turn, can result in more business.

If you are unsure what topics to blog about, turn to your competitor’s blogs or other insurance blogs.

While you will not want to rip off their blog word for word, you can take their idea and use it to come up with your own blog ideas or topics.

22. Partner With Another Business

Partnering with businesses who provide services relevant to your business can be beneficial for both parties.

If you offer car insurance, you may want to consider partnering with local car lots.

They refer people who just bought a car to you, and in turn, you offer them a kick-back or refer customers to them who mention to you that they need a new car.

Here’s the best part:

This can work with almost any type of insurance.

If you offer rental insurance, you can team up with apartment complexes.

Those who offer boat insurance can team up with local boat sellers.

And those who offer home insurance can also work out a deal with local builders.

The more businesses you can partner with, the more leads you can develop.

23. Offer Referral Incentives

Your current customers can be one of your best marketing tools.

They know all about your business and how dedicated and reliable you are.

Offering them incentives to refer customers to you can help you develop new insurance prospects.

Some companies offer discounts to customers who give them new leads, while others offer gift cards or cash to those who have friends or family who sign up for an insurance policy with you.

This results in a win-win for both you and your current customers.

Be sure to call your current clients to let them know all about your incentive program and to encourage them to participate.

24. Hold A Contest For Your Employees

You likely rely on your employees to help you generate new leads. But overtime, they can get bored and unmotivated.

Here’s the solution:

Holding contests helps them to remain focused on the task at hand, uses their competitive instincts, and helps to give them incentive to do their job.

Hold contests often in your office for lead generation.

The employee who comes up with the most leads or who converts the most leads into a paying customer wins some kind of reward or prize.

This can be everything from a day off to a gift card to a television, depending on how much work they do.

25. Participate In Community Outreach Programs

Another way to generate new insurance prospects is to participate in community outreach programs.

There are many different community outreach programs in any given area.

This may be working with a school to help students learn new skills, partnering with local builders to repair houses for those with low incomes, or delivering meals to senior citizens in your area.

Here’s the best part:

As you or your employees participate in these outreach programs, wear t-shirts that advertise your business.

Not only are you doing good in your community, but you are helping to create brand awareness with the people who observe what is going on and those who are a recipient of it.

Insurance is needed for people from all walks of life, so you never know where your next customer may come from.

26. Call Old Leads

man holding cell phoneOne of the mistakes that insurance businesses make is dismissing old leads.

If someone calls you for a quote, you may follow-up with them after a few days or a week to find out if they are interested.

However, if they have decided to stay with their current company or use a different one, you may discard their information.

Here’s what you should do instead:

 

Follow-up with these people in six months or a year.

They may come to realize that they do not like the insurance company they stayed with or picked and would like a chance.

You can make it easy for them to change by reaching out to them.

27. Handle The Break-Up For Them

One of the top reasons why people will not leave their insurance company is because they think it will be a hassle or they feel bad for doing so.

They may not want to sit on hold to cancel their current insurance policy or they may feel bad telling their current agent they are switching.

Here’s the deal:

You can entice these customers to switch to your business by handling the break-up for them.

If you let customers know that you will handle everything on your end, including the break-up, they may be more enticed to develop a business relationship with you.

28. Provide Lunch Table Quotes

One of the trendiest ways to develop new insurance prospects is to provide lunch table quotes.

Partner with a local business and ask them if you can set up a table in their restaurant during their busy lunch hour.

As people come in to order their lunch, offer to provide them with a free insurance quote while they wait for their food or eat their lunch.

It is fast, easy and convenient, and best of all, you never know how many new leads you can generate by using this method.

29. Get Leads From Closing Insurance Agents

Insurance businesses close all the time.

An insurance agent may be closing their private business to work with a larger insurance company, an agent may be going on a new path in life, or the agent may be retiring.

Here’s the kicker:

When an insurance agent closes their doors, their customers will be left looking for another.

Offering the insurance agent money for their client list can help you quickly offer your services to these people and get a foot in the door with them before they begin calling around to other agents.

And money is always a great incentive to the other agent who may be retiring or changing career paths.

30. Target Public Records

Depending on the type of insurance you sell, you may be looking to target certain customers.

For instance: 

If you sell life insurance, you may be looking to target people who just got married or had a baby.

If you sell home insurance, you may want to target those who just bought a home.

If you sell auto insurance, you want to target those who just bought a new car.

But here’s the kicker:

You may not realize it, but many of these events are public record.

In many counties, real estate records, marriage licenses, birth certificates and even auto registration is all public record.

You can go to the correct county office and buy a list that states who got married in the past month or who bought a new home.

You can then target these people with your services, helping you to generate new leads.

31. Work With A Telemarketing Company

It can be hard to convert leads when cold calling, but this does not mean that it is not worth your time.

Telemarketing practices have been used for decades to target leads and, it is not expected that that will change any time soon.

Work with a telemarketing company that has a fee schedule based on successful results, rather than a per hour fee for their services.

This is the best way to help ensure that you are able to get some successful leads or conversions when working to generate new insurance leads with a telemarketing company.

32. Host A Webinar Or Information Event

Not everyone understands all there is to understand about the type of insurance you sell.

And unfortunately, many people are too shy to ask questions for fear that they will come across as looking uninformed.

A great way to drum up business and develop new insurance prospects is to host a webinar or informational event involving the type of insurance you sell.

How do I do this?

You can rent out space at a local VFW hall or church for a low-cost.

You can then educate people on the ins and outs of selecting the right life insurance amount, what to know when picking health insurance, or what their responsibility is for buying workers compensation insurance as an employer.

The customer gets their questions answered and then you can work to sell them insurance.

33. Hold Bring-A-Friend Events

friends embracingBring-a-friend events are becoming more and more popular in lead generation businesses, including insurance ones.

With this technique, your business holds some kind of event.

It may be a cocktail hour, a movie night or even a wine and painting event.

Your current customers can attend for free, with the caveat that they bring a friend.

The friend will then be required to fill out a card with their name, phone number, address, and email address.

You can then target the customer with your insurance products within a few days of the event.

Why this works:

This gives the customer the opportunity to meet you in a fun setting and see how you treat your current customers, and allows you to develop new leads in a hard market.

34. Offer Incentives For Quotes

Another great way to develop new insurance prospects is to offer incentives to people who get quotes from your insurance company.

Many companies offer small promotional items to people who fill out a quote online or in-person.

This may be something small like a key chain flashlight, a t-shirt, or a thin blanket.

Regardless, people love to get free stuff.

As such, they may fill out the quote just to receive something for free.

However, when they receive the quote, they may realize they are paying too much for their current insurance policy and may be enticed to make a change.

Offering an incentive to get people to obtain a quote is one of the best ways to develop true and targeted prospect information.

35. Network With Out-Of-State Agents

As an insurance agent, you may not network with other insurance agents often.

However, it can be beneficial to have contacts in other states.

You can meet these contacts at trade shows and insurance-related events.

You might be wondering:

Why would I want to network with other insurance agents? Especially if they’re in different states?

Here’s why:

If they have customers who are moving out-of-state, those customers may ask them for a recommendation for an insurance agent in their new state.

If you have left a great impression in their mind and continue to remain in touch with them, they may think to recommend you.

Likewise, you can recommend them if you have current customers in the same boat.

When possible, try to find out where new residents to your state or area are coming from and network with agents in those areas.

36. Participate In Relevant Forums

As an insurance agent, you may be wary about giving out information and advice for free to online customers.

But here’s why you should do exactly that:

Participating in online forums that are relevant to your industry may help you to develop leads with new customers.

You can establish yourself as an expert in the field and gain the trust of the people who are asking questions or participating in the discussion.

Always be sure to include a tagline that includes your name, business name, and phone number.

This allows those who like what you have to say the opportunity to contact you about their insurance needs.

37. Offer Free Annual Policy Reviews

As a business owner, you may not want to offer anything for free.

You may feel that it takes away from time that you can be spent earning money.

But what you may fail to realize is that by offering something for free, you are slowly building a repertoire with clients that may pay off in the end.

If you are looking to develop new insurance leads, consider offering free annual policy reviews.

People who have insurance policies elsewhere can bring you their policies and you can see if their policy meets their needs and has the right limits and coverages.

If the policy does not, you can explain to them why this is and how a new policy can be beneficial to them.

Here’s the best part:

You can then work to convince them to buy this new policy from you.

Of course, not everyone will need a new policy, but offering to check for free can help you develop new leads with people who may not know what their insurance needs are.

38. Improve Your Store’s Signage

As you look to develop new insurance prospects, one of the easiest ways you can do so is to simply update the signage on your store or insurance agency.

People pass by your business daily in numerous ways.

They may walk by, bike by, or drive by.

If your store’s signage is unique and eye-catching, they may look up from what they are doing and take notice.

However, if your store’s signage is boring, it won’t catch their attention at all or it will not be memorable.

Here’s the thing:

If your sign is eye-catching and memorable, they will instantly remember your business when they are looking to buy a new insurance policy.

They may think to themselves, hmm… remember that insurance agency with the bright red sign that I drive by on my home to pick up my kids.

I’ll go check that out since I need a new insurance policy.

Having an eye-catching sign that is memorable can help increase your drive-by and foot traffic.

39. Improve Your Store’s Website

website improvement More customers than ever are finding what they need on the Internet.

The days of searching in a phone book for a business are long gone.

If you want to entice customers to find you, you need to have a website that ranks well with search engines.

But this is not all you need:

In addition to having a website, you need one that is well designed and functional.

If your website takes forever to load, if customers cannot find what they need on your site, or if your website is not formatted for mobile devices, customers may want nothing to do with your website.

They may find you and hop off your site because they can’t find what they need or can’t get the page to load correctly.

If it has been a few years since your website was designed or you are not getting many hits from your website, it may be time to update it in order to generate more leads.

40. Network At Every Event And Have Eye-Catching Business Cards

As an insurance agent, networking is important.

But many people only network at professional events.

If you are looking to generate new insurance prospects, networking at every event can be beneficial.

While you do not have to push your products on people at birthday parties, weddings or backyard barbecue, if someone asks what you do, be sure to let them know.

They may proceed to ask you questions about their policy.

If you they show any interest, hand them an eye-catching business card.

You never know.

That person could wind up being your next customer and you would have missed out on it if not for bringing up what you do.

41. Review Policy Endorsements

While it may not be a method of generating new insurance prospects, you can help to increase your bottom line by reviewing policy endorsements for your current customers.

For example:

If you have clients that have home insurance and live in a flood plain, you will want to check their policy to ensure that they have a flood policy endorsement.

If they do not, this may be an add-on that you can sell them.

Maximize your slow periods or down time to get creative in bringing in money.

Reviewing policy endorsements can not only help you meet your bottom line, but it can help your customers get the insurance coverage that they need should the unexpected happen.

42. Use Car Wraps Or Vinyl Stickers

Even if you do not use your car in your line of business, you can still use your car to help you develop new insurance prospects.

A car wrap or vinyl stickers can be placed on your car to advertise your business.

As you drive down the road, people will see your automobile and the words on the stickers or wrap.

In turn, they may remember you when they are in need of insurance services.

Here’s the deal:

The more you drive, the more people you will reach.

So be sure to use your car when running errands or performing basic functions.

To expand your reach, use a car wrap or vinyl stickers on your spouse’s car, relative’s car and/or friend’s car.

The more people you can reach, the more leads you may be able to drum up.

43. Sponsor A Child’s Sports Team

kids soccer teamWhen you are looking for lesser known ways to increase your insurance prospects, consider sponsoring a child’s sports team.

Soccer leagues, baseball teams, and football teams all typically look for community businesses to sponsor the team.

The money you pay helps the team to afford uniforms and equipment.

In exchange, you get a tax write-off and you also get your name placed on the jerseys.

Here’s why this matters:

When people watch their kids, grandkids, or nieces and nephews play the game, they will see your name.

This may make a positive impression on them that causes them to turn to you when they need new insurance services.

44. Expand Who You Serve

If the market is brutal and competitive, it can be hard to generate leads no matter how creative you get.

If your business is really struggling right now, another way to target people is by expanding who you serve.

What this looks like:

This may be offering insurance services in new counties, cities or states or may involve offering new insurance services that you have not offered in the past.

When you expand these areas, you are able to target more people and increase your insurance prospects.

If you have tried many of these methods and are still not getting the business you need in order to thrive and survive, this may be the best way for you to generate new insurance prospects.

45. Treat Your Current Customers Right

The last way to generate new insurance prospects in a hard market is to simply treat your current customers right.

Let the customers know you appreciate them, call them back when they call, and help them when they need help.

Word of mouth is key to a businesses survival.

And these days, word of mouth reaches far beyond one person’s mouth.

Word of mouth involves leaving online reviews on websites which anyone can review or read.

If your business is not treating its customers well, you can quickly develop a bad reputation both online and in the community.

This can cause you to lose out on new business.

On the flip side:

Treating your customers right ensures that they leave positive reviews for you online and recommend you to friends and family when those people need insurance services.

Not only does treating your current customers help you with lead generation, but it also helps you with customer retention, which can reduce your reliance on generating new leads to stay afloat in the competitive insurance market.

If you are looking to generate new insurance prospects, you need to use a mix of both traditional marketing techniques and newer marketing techniques.

Here’s why:

Using multiple marketing techniques helps you to expand your reach and reach a wide array of different people.

If you focus on just a couple of techniques, you may miss out on a whole sub-group of people who can help your business explode.

The more ways you market, the greater your likelihood will be of developing new insurance prospects.

Slowly add new marketing techniques into your bag of tricks and watch as your business goes from being stagnant to growing steadily on a daily basis.

Case Studies to Learn From

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