Insurance agents can run into some roadblocks when prospecting. Some of those include prospects not being knowledgeable about insurance products, having negative opinions of insurance and/or simply not wanting to pay for it or overestimating the actual cost of the insurance.
We've been talking a lot about how you have to have the right mindset for prospecting to overcome some of these roadblocks, but what about the more tactical stuff? LifeHealthPro.com listed these prospecting methods for agents:
- Referrals. It's not surprising at all that referrals made the top of their list. Referrals continue to prove to be a top method for agents because they give the agent a prospect that is probably already ready to discuss insurance products (since their peer referred them), and the prospect is already somewhat introduced to you as an agent. So, referrals will always be an important method to use. To make referrals easier, check out Rocket Referrals.
- Participation in community groups, associations or activities. Community involvement is a method that works because having your name out in the community in a positive way simply means more people know you. It's very similar to brand loyalty (buying a certain brand of a product because you're familiar with the name and it's well-known). The more active you are in your community, the more people will become familiar with your name and what you do. Get involved and help out with activities like fundraisers at your local school and community celebrations. Take this method online and join some relevant insurance groups on LinkedIn, like Life Insurance Agents or Independent Life and Health Insurance Agents.
- Local events or seminars. If you want to establish yourself as a thought leader within both your industry and your community, host a seminar and talk about a relevant subject for your audience. For example, host a retirement information seminar and invite prospects nearing retirement. Or, host a life insurance seminar and target prospects who are getting married or having children.
- Cold calling. I think I would change this to using email campaigns. I know that cold calling still works for some agents, but I also know that setting up email campaigns and sending prospects relevant content also works. We're big believers in that one of your biggest goals as an agent is to educate, not just sell. So, offering any educational content you can that makes sense for your prospects is a good way to nurture that relationship. Not sure what kind of content to provide? Start by writing a blog (they're free to make and host on sites like Blogger and Wordpress) and send that content in monthly newsletters to your prospects. Staying top-of-mind can mean you get their business when they're ready to buy because you've kept in contact.
- Direct mail. Direct mail is still important despite today's online-driven world. Direct mail can be used as a way to educate prospects on the types of products you offer, but it can also be used for sending a handwritten thank you note to your current clients. Rocket Referrals have seen their clients have much success with sending a note to new clients thanking them for their business and letting them know you would be glad to help out any of their friends or family as well. Then, they suggest you send a thank you note to anyone who refers you. People are often surprised when businesses take the time to send personalized notes like this, and they'll appreciate the gesture.
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