Wednesday, December 23, 2009
Tuesday, December 22, 2009
Saturday, December 12, 2009
Leads Generation Websites
I am trying out a couple new health insurance and targeted insurance leads websites. Instead of installing the usual norvax or quotit quote engine, I instead am going to be using a simple quote form and see if my conversion rate is any higher.
What I found with using the above mentioned two is that people will come in, get quotes and then leave. A lot of times they don't fill in the right info on the forms or put in completely bogus info, so the price for running these programs does not do a lot to justify the cost at all.
I am running two of these test sites to see whether or not using a simple auto responder program will work better in the long run for getting customers and referrals. We'll see shortly.
My two test sites are NC Insurance Plans and HMO vs PPO if you want to take a look. I keep changing things on them to see which things cause them to convert better.
I am also trying a more stripped down and basic look. I have heard that these work a lot better for agents, so none of the insurance company logos or flash images. Just quick loading pages with lots of text and a quote box that stands out like a sore thumb.
What I found with using the above mentioned two is that people will come in, get quotes and then leave. A lot of times they don't fill in the right info on the forms or put in completely bogus info, so the price for running these programs does not do a lot to justify the cost at all.
I am running two of these test sites to see whether or not using a simple auto responder program will work better in the long run for getting customers and referrals. We'll see shortly.
My two test sites are NC Insurance Plans and HMO vs PPO if you want to take a look. I keep changing things on them to see which things cause them to convert better.
I am also trying a more stripped down and basic look. I have heard that these work a lot better for agents, so none of the insurance company logos or flash images. Just quick loading pages with lots of text and a quote box that stands out like a sore thumb.
Monday, August 31, 2009
Getting Started Selling Insurance Marketing Plan
I am always looking on insurance agents forums to find more tips on health insurance leads generation. Today I came across this thread which lays out exactly how to come up with a decent insurance marketing plan. One agent laid out perfectly how to do this in his answer. What I have done is put the original posters question and one of the most detailed answers I have seen on the subject. It is truly important to realize that the key to the insurance game is marketing. If you can get that part right, the sales will come naturally without you having to become one of those "go for the throat" closers that everyone seems to waste their time trying to become.
The entire thread can be found here:
Getting Started Selling Insurance
Marketing Plan
Marketing Plan
Question:
cr-in-stl
Does anyone know of a good place to find a sample marketing plan or is willing to share theirs. I am licensed for P&C, life and health
I am in the process of starting my own company, I have high expectations for the future but at this point in time I don't want to or need to move to fast to the point I overwhelm myself. I am going to move slowly and try to set things up the right way.
Your help and any additional comments are appreciated.
Answer:
mac1958
I assume you have enough money to live on while this ramps up. Also, if you're just going to rely on cold-calling and buying leads, you're in for a rough ride - the fact that you want to create a Marketing Plan is a VERY good sign. Understand personal marketing - you need to be able to establish working relationships with strategic partners, and you need to understand how to get your name out there on the cheap. The Levinson and Mackay books are excellent.
Far too many people start in this business under-caplitalized, without enough planning, and without a strong and clear marketing strategy. That's why so many fail.
1. Identify experienced professionals who share your target market, such as accountants, CPA's, attorneys, payroll specialists, trust officers, business owners, business brokers, etc. Keep your eyes open for possible opportunities.
2. Where do you find them? Chamber of Commerce, Rotary, Sertoma, other volunteer organizations. Join and get involved in the organization, don't just sit in the back of the room. Become a "mover and a shaker" in the group and people will be attracted to you. Also, it's probable that the accountant will know an attorney, the business broker will know a payroll person. That's one reason you want experienced professionals.
3. I don't like "leads groups". Create a small, tight-knit group of professionals who work with each other on a loose basis, no silly rules or quotas or fees or regular meetings. Meet for lunch once in while, sure, but don't burn time. And only create a group that understands what you're doing, keep out the people who are just there to grab leads and run.
4. Do NOT approach them and just ask for referrals or access to their book of business. Nothing will turn them off faster. I have a 75/25 rule: 75% of our conversations are about them and their businesses. I want to know about them in case I meet someone who needs their services. They just about have to DRAG out of me what I do, and they always end up asking.
5. This is NOT like advertising or cold-calling, it's not designed to get you business today. It's a seed-planting strategy, a commitment to the long term. But the last thing you want is to look back in 2 or 5 or 20 years and think "If only I had started this back then." Regret SUCKS.
6. This is about becoming known in a positive way throughout your community. Always have your radar on and be thinking about opportunities and possible strategic partners. And it doesn't take as much time as you might think, which leaves plenty of time for other marketing initiatives.
I hope that helps.
-----------------
I could not have written this answer any better myself. Everyone is out there looking for the magic bullet trying to sell insurance, to find the perfect leads, the perfect insurance CRM system, or put up a website that will have insurance leads and insurance sales falling right into their laps. In reality, it takes having a good marketing plan and following through on it.
This is how you end up getting lots of insurance referrals, and generate the amount of exclusive health insurance leads that you will need to survive in the business. You have to take your time and plant seeds to grow a good book of business.
The entire thread can be found here:
Getting Started Selling Insurance
Marketing Plan
Marketing Plan
Question:
cr-in-stl
Does anyone know of a good place to find a sample marketing plan or is willing to share theirs. I am licensed for P&C, life and health
I am in the process of starting my own company, I have high expectations for the future but at this point in time I don't want to or need to move to fast to the point I overwhelm myself. I am going to move slowly and try to set things up the right way.
Your help and any additional comments are appreciated.
Answer:
mac1958
I assume you have enough money to live on while this ramps up. Also, if you're just going to rely on cold-calling and buying leads, you're in for a rough ride - the fact that you want to create a Marketing Plan is a VERY good sign. Understand personal marketing - you need to be able to establish working relationships with strategic partners, and you need to understand how to get your name out there on the cheap. The Levinson and Mackay books are excellent.
Far too many people start in this business under-caplitalized, without enough planning, and without a strong and clear marketing strategy. That's why so many fail.
1. Identify experienced professionals who share your target market, such as accountants, CPA's, attorneys, payroll specialists, trust officers, business owners, business brokers, etc. Keep your eyes open for possible opportunities.
2. Where do you find them? Chamber of Commerce, Rotary, Sertoma, other volunteer organizations. Join and get involved in the organization, don't just sit in the back of the room. Become a "mover and a shaker" in the group and people will be attracted to you. Also, it's probable that the accountant will know an attorney, the business broker will know a payroll person. That's one reason you want experienced professionals.
3. I don't like "leads groups". Create a small, tight-knit group of professionals who work with each other on a loose basis, no silly rules or quotas or fees or regular meetings. Meet for lunch once in while, sure, but don't burn time. And only create a group that understands what you're doing, keep out the people who are just there to grab leads and run.
4. Do NOT approach them and just ask for referrals or access to their book of business. Nothing will turn them off faster. I have a 75/25 rule: 75% of our conversations are about them and their businesses. I want to know about them in case I meet someone who needs their services. They just about have to DRAG out of me what I do, and they always end up asking.
5. This is NOT like advertising or cold-calling, it's not designed to get you business today. It's a seed-planting strategy, a commitment to the long term. But the last thing you want is to look back in 2 or 5 or 20 years and think "If only I had started this back then." Regret SUCKS.
6. This is about becoming known in a positive way throughout your community. Always have your radar on and be thinking about opportunities and possible strategic partners. And it doesn't take as much time as you might think, which leaves plenty of time for other marketing initiatives.
I hope that helps.
-----------------
I could not have written this answer any better myself. Everyone is out there looking for the magic bullet trying to sell insurance, to find the perfect leads, the perfect insurance CRM system, or put up a website that will have insurance leads and insurance sales falling right into their laps. In reality, it takes having a good marketing plan and following through on it.
This is how you end up getting lots of insurance referrals, and generate the amount of exclusive health insurance leads that you will need to survive in the business. You have to take your time and plant seeds to grow a good book of business.
Tuesday, June 23, 2009
Health Insurance Sales Leads
Everybody has been wondering lately about how health insurance sales leads are going to be affected by the new federal health care legislation that has been the forefront of national news. I really don't think that it is going to be affected to much. In reality, I think that it will cause a boom in health insurance business for agents once it goes into effect. It would basically make everyone get some type of health coverage, and even though there would be a new federal plan competing against the insurance industry, many people will be shopping for the best deal.
How you could use this to your advantage as an agent is simply by being in the right place at the right time. Many people are now in a holding pattern wanting to wait and see what this legislation will mean to them. This is causing a lot of agents to worry excessively about the future of their business and they are moving to other lines such as life or mortgage protection insurance or into the property and casualty side of the business. This will be good for anyone who does not panic right now and positions themselves properly to do business once the bill is passed.
It is also being predicted that people will leave employer sponsored group plans in droves and will leave those remaining eventually having to get individual plans. If you stick in there you will have plenty of health insurance sales leads coming your way. Now, in the meantime you need to look at properly positioning yourself so that you can take advantage of the coming windfall.
Ramp up your advertising now. Don't wait around or your competitors will be far ahead of you. Build you on line presence now, because this takes the most time. Make sure that you increase your face to face marketing, so that you become the go to guy, and don't force sales now. Do a good job of letting all of your current and potential clients know that you will be on top of the rapidly changing situation and will be the best person with the most knowledge to be able to advise them in the choices that would be best for them.
This is the time to do it because your competition is becoming weaker and rapidly discouraged. Just take a look at the forums if you don't believe me. They are looking at getting into different lines and are squarely focused on the political debate. The best time to go for the throat is when your enemy is weak, and in reality your competition is your enemy. No happy fluff here. Either your family eats or theirs does. Who is it going to be?
When all these changes happen you will be sitting pretty with plenty of self generated health insurance sales leads coming in while others are sitting around scratching their heads wondering what kind of special powers you have to be pulling it off.
BLBX
How you could use this to your advantage as an agent is simply by being in the right place at the right time. Many people are now in a holding pattern wanting to wait and see what this legislation will mean to them. This is causing a lot of agents to worry excessively about the future of their business and they are moving to other lines such as life or mortgage protection insurance or into the property and casualty side of the business. This will be good for anyone who does not panic right now and positions themselves properly to do business once the bill is passed.
It is also being predicted that people will leave employer sponsored group plans in droves and will leave those remaining eventually having to get individual plans. If you stick in there you will have plenty of health insurance sales leads coming your way. Now, in the meantime you need to look at properly positioning yourself so that you can take advantage of the coming windfall.
Ramp up your advertising now. Don't wait around or your competitors will be far ahead of you. Build you on line presence now, because this takes the most time. Make sure that you increase your face to face marketing, so that you become the go to guy, and don't force sales now. Do a good job of letting all of your current and potential clients know that you will be on top of the rapidly changing situation and will be the best person with the most knowledge to be able to advise them in the choices that would be best for them.
This is the time to do it because your competition is becoming weaker and rapidly discouraged. Just take a look at the forums if you don't believe me. They are looking at getting into different lines and are squarely focused on the political debate. The best time to go for the throat is when your enemy is weak, and in reality your competition is your enemy. No happy fluff here. Either your family eats or theirs does. Who is it going to be?
When all these changes happen you will be sitting pretty with plenty of self generated health insurance sales leads coming in while others are sitting around scratching their heads wondering what kind of special powers you have to be pulling it off.
BLBX
Sunday, April 5, 2009
Insurance agents Leads Generation Techniques
There are many ways for Insurance Agents to use to generate leads for their business. There is b2b or business to business, door to door, telemarketing, offline and online advertising, and networking.
Many of these techniques for generating insurance leads can pay off for an insurance agent with the right application. Business to business for insurance lead generation is demanding of time but gets you in front of people that would never consider getting on the internet or phone to get insurance quotes but for the most part would buy insurance from an agent that they would get to know and trust.
Door to door works the same way except it is harder to predict when people might be home.
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