Insurance marketing: how to overcome objections

During your insurance marketing presentation, ask your customer what he or she is looking for. A low rate? A local agent? Just to compare rates? Or something in the coverage he or she hasn’t gotten before? Once you have an idea of what the customer’s chief priority is, you can craft your presentation with a [...]

Insurance marketing: the sales conversation

Focus on the biggest priorities the client sets out. Focus on the two or three major points in the policy you’re offering that you think will be most important to the insurance client. In insurance marketing, the old rule is that 90% of your sale will be based on 10% of the features you offer. [...]

Insurance marketing: 4 tips for productive phone conversations with clients

Have a genuine person-to-person talk. It’s important you remain professional, but it’s fine to have a talk with the customer about something you both enjoy—maybe sports or a shared interest in cars. It will loosen the customer up and make things smoother. Make sure they understand the basics. The customer is calling you for a [...]

Insurance lead management systems: 3 ways to make them work for you

Measure your progress. Many insurance lead management systems have features that allow you to track each lead’s place in the sales process. So when you follow up, you can know exactly where it is you left off and avoid the time-consuming process of catching back up. Also, your content management system can give you a [...]

Insurance marketing: Keep in touch via social networking

You can use social networking sites, much like email, to send insurance marketing messages to clients and potential clients. Both Facebook and LinkedIn have messaging systems that allow you to send one person or a group a message much like an email. Likewise, on Facebook you can write what’s called a “note,” a long-form message [...]

Insurance leads: 3 tips to using purchased leads effectively

Don’t assume. Jumping to conclusions is a common reaction to a lack of response from a client or less-than-expected return, but you have to fight the urge to decide that customer simply bought from somebody else or that leads just won’t work for you. Keep asking, keep making contact and keep buying insurance leads until [...]

Insurance leads: 3 keys to success in using purchased leads

Some agents make mistakes when they buy insurance leads. They don’t know how to use them to the best effect. They let them sit for days before they call or they focus on too small an area or group. As a result, those agents get impatient and give up on leads, feeling disillusioned and frustrated. [...]

Insurance lead management systems: what to look for in choosing yours

Here are some things to look for as you look for an insurance lead management system and make your final decision about which one to invest in: If system generates its own emails to send to potential clients. Whether all relevant information is easily accessible and can be sorted. Whether the system tracks the sources [...]

Insurance marketing: Are you using the biggest social networking sites?

Facebook Facebook is a social media site that allows users to connect with “friends,” with whom they may then share comments, photos, videos and links. Users create specific pages for themselves where they list interests and other information about themselves. Businesses can create “fan pages” for their brands. Users can become fans of those pages [...]

Insurance leads: How to get more customer referrals

Give your clients the opportunity to refer your agency by making it easier for them to do so. In asking your clients for insurance leads, don’t make them have to figure out ways to word a recommendation. You also want to avoid surprising the clients’ friends when you call and drop their—maybe former—friend’s name. Give [...]