Home Insurance Leads

9 years ago

Who just bought a home?

Can you get their address and mail them?

Or even:

Who's selling a home?

Could you get on their radar for when they move into their new home?

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Jayson L

9 years ago

I've tried some stuff like that with no luck. I can purchase home renewal info and also get names of people that just purchased. The problem I have had is that it generates such a low response rate.

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ewenmack

9 years ago

Jayson, 2 questions....

1 How deep is your understanding of what
a home insurer wants?

2 Did you read and implement my post
about re-setting buyer criteria when prospects phone in?

http://www.warriorforum.com/offline-...-criteria.html

Best,
Doctor E. Vile

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Jayson L

9 years ago

Originally Posted by ewenmack

Jayson, 2 questions....

1 How deep is your understanding of what
a home insurer wants?

2 Did you read and implement my post
about re-setting buyer criteria when prospects phone in?

http://www.warriorforum.com/offline-...-criteria.html

Best,
Doctor E. Vile

I don't have a problem selling once I have the lead. I did read that and it is always a great reminder no matter how well you are doing at closing the deal though!

The problem I'm having is getting prospects and creating the desire to get a quote. I was reading through my EDDM thread and saw your post again about getting a certain list (home insurance renewals for example) and uploading it into Facebook. How do you take a certain list of specific prospects, then load it into Facebook to only market to them?

I am also wondering if doing something like this would work Direct Mail Letter Design Gallery | Only Insurance Leads I could then either use a voicemail drop service to leave a voicemail (after making sure they weren't on the DNC list), or just cold call them myself to get a higher response rate.

I'm very interested in hearing what your idea is Ewen.

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ewenmack

9 years ago

Originally Posted by Jayson L

I am also wondering if doing something like this would work Direct Mail Letter Design Gallery | Only Insurance Leads I could then either use a voicemail drop service to leave a voicemail (after making sure they weren't on the DNC list), or just cold call them myself to get a higher response rate.

I'm very interested in hearing what your idea is Ewen.

Jayson, whether you use a live person, robo call,
mail, online or carrier pigeon, you still need to come up
with the right message for the right person.

Plus it has to make economic sense.
You could have the right message going to the right person
but it doesn't work out money wise because what you are offering
has a too low dollar value.

Another thing is timing.

A person you got the right message in front of
might not be ready now, but will be in 6 months.

All this means is you have take all things into account before you deploy.

Best,
Doctor E. Vile

P.S. That letter image you gave may of worked well a few
years ago, however if what looks like the same has been seen by consumers
in the past, then you'll get ignored.

That's why I asked in my original post what you know about your customers.

The gold is in knowing why they called you,
when they did and the language they used to describe it.

Best,
Doctor E. Vile

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Jayson L

9 years ago

Originally Posted by ewenmack

Jayson, whether you use a live person, robo call,
mail, online or carrier pigeon, you still need to come up
with the right message for the right person.

Plus it has to make economic sense.
You could have the right message going to the right person
but it doesn't work out money wise because what you are offering
has a too low dollar value.

Another thing is timing.

A person you got the right message in front of
might not be ready now, but will be in 6 months.

All this means is you have take all things into account before you deploy.

Best,
Doctor E. Vile

P.S. That letter image you gave may of worked well a few
years ago, however if what looks like the same has been seen by consumers
in the past, then you'll get ignored.

That's why I asked in my original post what you know about your customers.

The gold is in knowing why they called you,
when they did and the language they used to describe it.

Best,
Doctor E. Vile

My customer retention is above average for the insurance industry. The reason is even though customers change in the insurance industry due to price, they stay with me because they love my service and what I do for them. I get complemented daily with how easy it is to work with my agency and how much they appreciate that. I am available to recommend the correct coverage and take care of them at a level that is truly appreciated from what I'm told. The number of referrals I get would reflect that as well. I have lived off of referrals for the last 2 years, but I also need new customers that aren't coming from referrals to grow bigger. The problem is trying to make that a benefit that people understand when all they are looking for is a better rate.

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Ron Lafuddy

9 years ago

Originally Posted by Jayson L

My customer retention is above average for the insurance industry. The reason is even though customers change in the insurance industry due to price, they stay with me because they love my service and what I do for them. I get complemented daily with how easy it is to work with my agency and how much they appreciate that. I am available to recommend the correct coverage and take care of them at a level that is truly appreciated from what I'm told. The number of referrals I get would reflect that as well. I have lived off of referrals for the last 2 years, but I also need new customers that aren't coming from referrals to grow bigger. The problem is trying to make that a benefit that people understand when all they are looking for is a better rate.

Yes, you can go far with referrals.

My accountant more than doubled the number of clients he sees, using only referrals. An electrician in my area boosted his business by over $100,000, strictly from referrals.

I happen to like cold calling but referrals continue to bring me more business than I can handle, as a one man show.

I'm not selling anything here, and I have nothing else to offer on the subject.
Just agreeing that referrals are a great way to increase business.

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massiveray

9 years ago

just sayin... if you wanna target people who have recently moved

Attachment 23025

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savidge4

9 years ago

What I find interesting is there is such a focus on that ever so small gap and next to impossible targeting of those that are going to buy a house...

Home owners in general get the insurance smacked on with their mortgage.. they probably have not a clue what it is how much it covers etc.. and its there in place for 30 years.

Companies like Progressive say "hey add it on for a discount" they are NOT saying "buying a home real soon get a home insurance quote." Allstate does the same thing.

Using those concepts as a guide.. EVERY home owner becomes a prospect. I know for example that recently in some communities in Florida, home insurance rates went down. BUT if you bought your home prior to the rate reduction, the home owner is still paying the increased rate.

Having the ability to say "Hey Mr prospect did you buy your home between the years of 2000 and 2014? You may be paying higher rates than you need to.. call us for a free Insurance evaluation."

If we start looking at tenure of home ownership we understand the average falls in the 7 to 9 year category. Lets be safe here and assume that 5% of all homes in your community will change hands THIS year alone. - or at least that is what the numbers suggest.

I am not so sure I would be "Target Specific" marketing.. I think consistent drip with a shotgun effect ( EDDM ) mailer may be the way to go in the long run.

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ewenmack

9 years ago

Originally Posted by savidge4

I think consistent drip with a shotgun effect ( EDDM ) mailer may be the way to go in the long run.

He lost money doing EDDM which he wanted and others encouraged.

I was totally against it.

Still am.

I've got a lead gen ad that's consistently getting
a 5 to 1 return on investment for insurance.

Offline media.

Not direct mail or to lists..

Jayson will have to pay me to get it
working for him.

It creates interested prospects.
He still needs training on how to close them.

Not as simple as he or others think.

It will be an asset that keeps giving
once owned though.

Best,
Doctor E. Vile

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savidge4

9 years ago

I don't think there could an argument made to an Ad in say a newspaper... considering demographic data in most of the top newspaper publications suggest 74% ( + / - ) goto "Home Owners"

The EDDM approach becomes a more hit and miss when looking at demographics. ( Quick Facts: Resident Demographics | nmhc.org ) only a 60% hit on homeowners.. But if you really dig into the numbers, and you only consider single family homes and say mobile homes, on average your reach is then only 48%

So using the Shotgun analogy... in both cases these are shotgun approaches. one is simply using a tighter choke ( shot pattern ) than the other.

Originally Posted by ewenmack

He lost money doing EEDM which he wanted and others encouraged.

And sure he was not successful in this because the approach was "Looking for homeowner insurance?" and he is only targeting .41% of the total market ( those that are looking to buy a place of residence ), if in total 5% of the homes are going to change hands in any given year, and you send out a ONE flyer.. you are reaching in essence 1/12 of the yearly market.

Success in either method requires a long term commitment and budget. every week in the home buyer section of the paper ( possibly the week day "Homes" edition and the Sunday edition ) or once a month with the full coverage approach in EDDM.

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ewenmack

9 years ago

Originally Posted by savidge4

I don't think there could an argument made to an Ad in say a newspaper... considering demographic data in most of the top newspaper publications suggest 74% ( + / - ) goto "Home Owners"

It's not newspaper advertising as the media.

Best,
Doctor E. Vile

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Jason Kanigan

9 years ago

In my first post above I was gonna say, "Watch out for when Ewen sees this thread!"

How about that post #8 in his buyer criteria resetting thread!! That's applicable here...saying because one mailer failed all mailers will fail (heck, it could be a voice broadcast, not even a physical mailer) is kinda silly. The copy as we all know is important.

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Jayson L

9 years ago

Originally Posted by Jason Kanigan

In my first post above I was gonna say, "Watch out for when Ewen sees this thread!"

How about that post #8 in his buyer criteria resetting thread!! That's applicable here...saying because one mailer failed all mailers will fail (heck, it could be a voice broadcast, not even a physical mailer) is kinda silly. The copy as we all know is important.

I really like the idea of voice broadcasting. I can easily get lists & phone #'s of renewing home insurance prospects. I can also get lists of auto insurance renewal prospects for that matter, but I'm not sure how accurate the auto insurance renewal info is.

You can definitely hit a huge market of targeted prospects for very little money this way. I'm just not sure if it would get a response.

I wonder if it would be best to give them a phone number to call back and then also create a targeted landing page specific for this that would have them respond with name, phone number & email, then have a disclaimer they have to check saying they want a quote. I would have the vehicle info, etc.... already, so I could run the quotes and then cold call and market these people from there.

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sandalwood 9 years ago

I am no longer in the P&C business. Just doing retirement planning but I have a few suggestions. BTW, I answered your PM Jayson. Here's what I forgot to put in the PM. When we set the appointment for their HO insurance we also told them to bring in their auto policy. Almost everyone did. It was a slam dunk to get both policies and they did all the work. As you know, they get a discount for bundling hence the auto policy w/their HOI.

I used to be the cold caller but we hired a lady who cold called for anywhere from 6 to 8 hours a day for us. My son wrote the script and it seems the power of the female voice is amazing. She outdid me with both appointments and honest to God real call backs.

Here is what I want to add. Know your competition. For example, we knew we could beat Allstate, State Farm, Farmer's and a few other well advertised companies 98% of the time. We simply did a little snooping and learned what they charged. BTW, we also beat USAA with another company based in CA that only writes in a few western states.

We also had two or three companies that were liability only companies that were extremely low priced and could blow everyone else out of the water. Progressive, The General, etc. couldn't compete with us.

As for mailers, I never had success with them. I analyzed my own mail box to get an idea why. Every week I had at least five mailers from the companies I mentioned above. They were almost verbatim even though one was State Farm and another was Allstate. If I was getting them, what about the other 300K people who live here? Yep, they are getting them too.

So while cold calling was a pain in the arse and boring as hell, it brought in a bunch of business. We always asked for referrals. 1 out of 10 (approximately) would send in a friend or family member. Most insurance agents don't ask for referrals. It's as easy as saying, know anyone else who would like to pay less for their auto/home insurance too?

I know this is the age of Twitter, Facebook, Instagram and all that other techie stuff and one day that's the only source people will use to find an insurance agent but that day isn't here yet. People still want to talk to a live person who will answer their questions and make them feel like they made a smart choice and explain their coverage.

Hell, I even got business from my gym, the poker room I frequent and coffee shop. I made sure everyone knew we wrote insurance.

I have a program that'll get you a ton of business. Like everything in life, it has a price tag. If you want info on it, PM me with your email address and I'll write you back. I am NOT soliciting anyone for anything so I don't want to hear a word about my offer to the OP. He and I are in the same business in different states so I'm willing to share it with him. If you are an insurance agent I'm happy to talk with you.

I also realize what worked for me may not work for everyone. I'm simply passing along what I did. Take it, leave it, your choice.
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bizgrower

9 years ago

Watch out for when Ewen sees about every thread. LOL

Jayson,
How's your networking with all the relevant professions as well as potential prospects?

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SalesGod

9 years ago

hire telemarketers. you dont want to send people stuff its a waste of time. you need to be active, aggressive and go money hunting.

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SalesGod

9 years ago

and if you are getting some results with direct mail or whatever else just imagine double that business, thats what would happen if you hire professional telemarketers. now idk much about insurance do telemarketers need an insurance license? If so i guess my plans a bust but just know that cold calling is always the best way to increase sales fast.

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Jayson L

9 years ago

Originally Posted by SalesGod

and if you are getting some results with direct mail or whatever else just imagine double that business, thats what would happen if you hire professional telemarketers. now idk much about insurance do telemarketers need an insurance license? If so i guess my plans a bust but just know that cold calling is always the best way to increase sales fast.

You don't have to be licensed. I have been leaning this direction.

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Jayson L

9 years ago

I don't think voicedrops are legal for b2c in the insurance industry. IMO it's to directly related to a robo call for my comfort. I guess I'll have to work on implementing a telemarketing program tailored to home renewals.

I would still love a system that would get the quotes calling me and focus on spending more time selling policies, but who wouldn't!

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bizgrower

9 years ago

Originally Posted by Jayson L

I would still love a system that would get the quotes calling me and focus on spending more time selling policies, but who wouldn't!

Well, then invest part of your marketing time with face to face networking and the community service groups such as Rotary...

Also, then get your own website and lead gen pages built as well as a strong referral system.

Dan

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romdev

8 years ago

Originally Posted by bizgrower

Well, then invest part of your marketing time with face to face networking and the community service groups such as Rotary...

Also, then get your own website and lead gen pages built as well as a strong referral system.

Dan

You forgot to mention about SEO and traffic sources. Because website without traffic will not bring you leads. It woukd be quite strong way to get leads, but it needs more efforts to get them. Dont forget about quality sources of leads like leads generation websites.

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Jayson L

9 years ago

I am looking into advertising on grar.com. It is a local real estate listing site that gets 3.4 million views per month in my area from home shoppers. I think this could generate leads very well if I could come up with the right advertisement and landing page.

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