Question

Topic: Strategy

Best Way To Acquire Leads For Insurance Sales!!!

Posted by Anonymous on 11/4/2008 at 5:13 PM ET 250 Points
Hey guys,

It's been a while... You guys know me for the questions about my very hip, up-to-date Christian lifestyle magazine, but now I need help from you all in another area.

I sell insurance for Aflac (no spam, I'm serious. Disregard the name if you count it as such) here in Baton Rouge, which focuses most of it's attention on payroll accounts. However, I want to get in the faces of a lot of individuals so I can sell them some direct policies.

My very pressing question to the gurus on this forum is: what funky & effective methods (even if experimental) can I implement to start raking in the leads? You guys are geniuses and have NEVER let me down... I'm counting on you again. Thanks!
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RESPONSES

  • Posted by Jay Hamilton-Roth on 11/4/2008 at 6:36 PM Accepted
    Within your community, focus on significant life events (marriage, birth of child, death, retirement, etc.) and target your message for the audience. At each of these times, people are more aware of the need for planning for their future. Direct mail to these audiences and/or targeted seminars on the specific topic (but not as a pure sales presentation).
  • Posted on 11/4/2008 at 10:14 PM Accepted
    Dear Alex, though business you're in!

    I have been selling insurance myself, and objectively, being fancy, funky and ironic about yourself and what you're doing won't get you that far.

    Insurance is a financial product that has a lot of emotional involvement on one hand, but requires trust, high professionalism levels and consistency to be accepted, sold, and referred.

    I believe that insurance cannot be sold, but only bought.

    Inbound marketing strategies pay off far better than outbound ones. Therefore, develop affinity agreements with associations (chambers of commerce, churches, alumni associations, etc.) which have a large membership base. Place your products with brokers. Ask for referrals to your clients. Be present on the web: blog yourself, your business and participate to consumers forum discussions. Jay's advice is good too. But most important of all, be a Network Marketeer. Gain the trust, not the commission.

    You're in a medium- to long-term business. Rather than saying you're the best, be honest and demostrate you're professional and the best. It'll pay you off.

    Best luck,
    Davide
  • Posted by Tryswitch on 11/5/2008 at 4:20 AM Accepted
    Hi Alex,

    I would have summarised the key points here but I suppose it will be better to read the article yourself and make up your mind on what's important.

    The topic of the article is "Insurance Lead Generation
    Is There a SMART Way of Doing It? "

    you can read the full story here.

    https://www.lead-generation-tactics.com/insurance-lead-generation.html
  • Posted on 11/5/2008 at 8:04 AM Author
    Nice, D4Demand... very creative. I will absolutely use some of those. Thanks!

    Hey Jay, I get what you're saying about focusing in on certain events (examples given above), but how do you suppose I go about getting access to the people who are currently involved? I mean, I have planned to go to hospitals where I know people are thinking about needing some/ more coverage and passing out brochures with my contact info on it. What ways do you figure I go about it? Thanks in advance.

    D.Pasini, your advice is first class, buddy. I love what you're saying and I can tell that you have been doing this for a while. I will absolutely be giving the networking aspect a go. Thanks so much!

    Good Article, Tryswitch. Pretty solid info. A bit generalized, but solid nonetheless. Can u give me a heads up on the best insurance leads sources? If you could, that would be great!

    You guys are great, keep it coming. I'll probably shut this down before long because you guys, as usual, are hooking me up with great answers!
  • Posted by Jay Hamilton-Roth on 11/5/2008 at 8:16 AM Member
    Look for public announcements: birth, wedding, etc. These events create public documents, which means that you can purchase these targeted lists. Don't hang around a hospital and hand out brochures - peoples' minds are elsewhere and you'll be seen more as an annoyance rather than a service.
  • Posted on 11/5/2008 at 8:51 AM Author
    You just hit the other side of the dichotomy, Jay. I thought it would be a good idea from the aspect that if you approach someone "on the street", his/her mind is typically not on insurance. But if you approach someone whose in a position that forces them to think of lost time at work, incurred medical expenses and even the possibility of "this could have been so much worse", i.e. death, that you would stand a far better chance of setting an appointment to discuss options.

    However, as you said, I wondered that the individuals' minds would not really be focused on hearing much of anything outside of the doctor's prognosis. Furthermore the facet of the hospital allowing me to do it was another concern. So thanks!
  • Posted by Frank Hurtte on 11/5/2008 at 9:42 AM Accepted
    Become an expert on solopentuers. They are a big user of your product and if you can get your name out there as a small business expert, you will attract the people.

    Further, think about cross pollinating with your magazine. Co-sponsor an event between you two companies.
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