Ideas to Market a New Life Insurance Agent

Free seminar

Tam,

I sold Life Insurance for years and still do some marketing in that area. Bottom line...Networking. Join the chamber, a BNI chapter, etc...build the network (the RIGHT way by using time test principles of relationship marketing) The fact is, life insurance is an intangible product with tons of competition. Any "advertising" done will not yield enough to cover the spend. Warrioradam is right as well, but I would use the networking to get folks to a free seminar. There is SO MUCH mis-information about life insurance that putting together a few killer topics would garner some attention..for instance "Why Life Insurance for your Kids not only makes sense, but is a parent's responsibility" (that topic alone has made me tens of thousands)

In addition, a blog coupled with a Facebook fanpage utilized to ask and answer specific questions about life insurance is a GREAT way to position them as the expert and get some traction, especially when they have networking contacts to send over there. It IS possible to couple such campaigns with Facebook ads if the ads are really targeted.

Mac the Knife

Gosh, I would hate to have such a manager to answer to. I don't know anything about selling life insurance but there's got to be more creative ways of getting clients.

Just reading through the offline forum should give you tons of ideas. Then again, the insurance agent has to be wiling to go the extra mile, otherwise it will not happen.

One thing came to mind though. Don Alm's and Martin Buckey's threads about pizza cards and business cards with deals on the back could be applied.

Best of luck, Eva

Thanks for the great ideas! That seminar topic alone is pure gold!
I did mention networking to her, but she said that her manager said that
"trading business cards" isn't prospecting!! I have gotten most of my clients through networking.

I definitely agree. Her manager and the trainer are definitely "old school". Nothing wrong with that, but good grief! These guys started out in the 70's and cold calling was the way to go. She has tried to talk to her manager about alternative methods, but they are just stuck on "this is the way I did it."

I was thinking networking and seminars were the way to go. I suppose I just needed some validation....and maybe I'll add start-up businesses to my market.

If someone is "trading business cards" I agree, but personally, I have landed more than $75,000 worth of business from networking just this year. Most people DO NOT know how to network, it is really something of a science. I don't want to self promote but check my sig, that wso is all about networking and turning conversations into a close. That can be so much of your friends initial business, then you can back end some other services so there is really a marketing foundation, some proactive, some reactive.

Mac the Knife

Referral alliances, including CPA, CFPs, and local RIAs.

Might even want to consider hosting your own radio show on local AM.
Those things are new lead and new client machines... if you can afford it.

If I were your client I would dig out the old rolodex and aslo apply updated technology with website/blog with local/national seo to be found in the search engines.

I've done work for a several insurance agents and companies. Things that I've seen work:

- Becoming a specialist. One guy focuses on dealing with businesses and offering group insurance and benefits packages to the employees. Through that, he was able to market life and term products to these employees on top of what was provided by the employer. The other guy I know goes after a particular occupation (in his case, it's long-haul truckers, but it's really irrelevant). His marketing, products, packages, testimonials, etc all position him as the #1 choice for them over and above any other "generalist".

- Having a referral system in place. This could mean implementing a "referral pre-nup agreement" where you tell them before you transact any business, here;s the list of great things you should expect from me, and here's what I will expect from you if you are happy with my service (introduce me to 3 of your friends). Or this could be having a few of your clients send and intro greeting card to their friends about you (obviously, the agent pays for and fulfills the mailing, the client only needs to review / approve the copy and provide a few names). Works like crazy.

- Creating a automated follow up / stay-in-touch program that combines email and greeting cards. Some agents send fancy newsletters with charts and financial articles. I don't see that to be nearly as effective as having a more personal "conversation" with your clients and prospects, as a human being to a human being. "Then don't care about what you know until they know that you care."

If she is locally focused then this will not work as well, but if she is taking on clients Nationally, then a Social Media Presence is critical. Doing research and getting the best cost on marketing items is huge too.....most startups assume the printing costs, giveaways cost, signs, etc are all in line. Trust me, they are not! Marketing is expensive no matter what path is chosen, but finding the right providers is crucial. D

That what I would do. I have worked with a lot of life insurance agents.

The first thing they need to do 1) generate lead 2) provide FREE info 3) Sell product

I do thins by find what a cmmunity of people are interested in and show that community what they would want life insurance.

This is the heart of the matter. She's not being given good marketing advice.
She is smart enough to know it though.

Did you buy Senoff's HMA system? I bought that about a year ago for ideas for my businesses. Great system. Have you been able to focus 100% on HMA?

You can spend your life selling pencils or spend it selling million dollar homes, For me i would change jobs and enjoy my profession, sounds like she is a green horn because there is no way she should be putting up with the outdated ways of that manager, tough job , tough manager ? new day new job problem fixed.

Wow, I completely forgot about this thread and didn't really realize there were more posts. I didn't buy the HMA System. I realized that Michael got the information from Jay Abraham. So, I started studying Jay.

Anyway I do use Jay/HMA techniques in my marketing consultancy. I don't not solely rely on internet marketing and seo.

She decided not join the agency as a "career agent". She is going to pursue the independent route.

Looks interesting. Is this your site?