Question

Topic: Advertising/PR

Need Advertising Ideas For Financial Professionals

Posted by Anonymous on 4/17/2008 at 6:34 PM ET 250 Points
I work with life insurance agents. I teach them how to use direct mail, referrals, networking and web to get new clients and keep existing clients.

I feel like I'm running out of things to tell them and have exhausted trying to get anyone excited about doing postcard marketing or newsletter marketing.

Does anyone have any simple or grand ideas for me... like dropping flyers out of a plane or skywriting (kidding)

thanks for any and all responses.
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RESPONSES

  • Posted on 4/17/2008 at 6:39 PM Accepted
    From an Internet Marketing point of view, blogging and/or article writing are good ways to build the reputation of your agents. Many people go to the web to find information on insurance rather than type in "insurance agent." If your agents give them enough to think about, and positive reasons to consider using their services, they'll end up with more loyal customers in the long run.

    Keep in mind, though, blogging alone will not bring traffic to the site, so you're left creating whole new marketing plans for generating traffic through search, links, ads, etc. It's by no means an easy fix, and in some cases not even feasible depending on the amount of time and effort they're looking to put in. But given the amount of investment needed from their potential customers, the customers can appreciate seeing such an investment of time put in to give them as much information as possible up front.
  • Posted by michael on 4/17/2008 at 6:43 PM Member
    Lara,

    Let me dig back to my insurance days. A lot of people were lazy. They want the company to do all the work and then they complain about persistency.

    You can always write the newsletter for them.

    Honestly..see if you can weed out the slackers. Spend your marketing brain on finding THEM. They'll keep you excited.

    Michael
  • Posted on 4/17/2008 at 6:46 PM Author
    thank you for your response.
    I work with the agents to teach them what to do to get and keep their clients. I don't do any of the actual advertising work.
    I was just hoping there were some other ideas I could suggest to them that were different from direct mail or email marketing.
    I'm always looking for the answer to their questions on 'how can I get new clients'
  • Posted by joshuacrumbaugh on 4/17/2008 at 9:41 PM Member
    We are living in a troubled economy that makes it difficult for some to afford life insurance and I'm sure that has been one of the primary factors inhibiting your agents sales. You may want to play into losses in real estate investments, financial stocks and bonds; market in men's media tell them that even though they may not be able to predict how their investments turned out at least they know that when they're not there to manage there investments they'll know their family is taken care of. I know that's not exactly what your looking for, but that would drive calls and your agents would get a boost from the increase in traffic. Their confidence would go up and sales would follow.
  • Posted on 4/18/2008 at 8:36 AM Member
    For your existing clients, I think you can do an SMS or Email broadcast. That is ofcourse assuming that you have the mobile number or the email address of your customers.. This way, you can save a lot of your time, the cost of direct mails and the likes.

    As for new clients, if you can have leads or database of the contact numbers or emails of your targeted clients, then you can do the same campaign for them. Just make sure that you got the right market so you can get a good response.

    Hope this helps.
  • Posted by Jay Hamilton-Roth on 4/18/2008 at 9:23 AM Member
    Have you researched what has worked? If you can show ROI of a specific technique, then you'll get a lot of interest. Otherwise, your ideas aren't any better than anyone else's.

    Life insurance doesn't benefit the buyer - it benefits the buyer's next of kin. Therefore, focus on major life events where the importance of family is highlighted: birth, start of school, graduation, marriage, divorce, and retirement. As appropriate, congratulate the achiever, and remind them to keep investing in their family's future.
  • Posted by L. Duggan on 4/18/2008 at 3:43 PM Accepted
    You may want to consider having them conduct word of mouth marketing campaigns. For more information go to:
    www.wordofmouthguru.wordpress.com
  • Posted on 4/19/2008 at 10:18 AM Accepted
    They could host events targeted at newlyweds, new parents, or other life changes that trigger the desire to add (or update) life insurance. Another idea might be to partner with other businesses aiming at the same market, perhaps a joint seminar with a trusts and estates lawyer.

    Are they offering anything in the postcard mailings? How about a free guide on topics such as:

    How to Know How Much Life Insurance You Really Need

    10 Strategies to Minimize Your Life Insurance Bill

    The Newlywed's Guide to Buying Not Too Much (or too Little) Life Insurance
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