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.

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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.