If your goal in the new year is to grow your book of business, you’re not alone. Many agents use this time to reflect on what did, (and did not!) work in the year prior. While a new year is sure to bring a new set of challenges, it can also be viewed as a fresh start- a clean slate.
Let’s review a few practical steps you can implement while planning for a more successful and prosperous new year.
As simple as it sounds, this step is often overlooked. Are you a local, hometown agent? A local exclusive agent? Or, are you a national independent broker representing dozens of national carriers? A clear view of who you are and what you do portrays a level of expertise that clients are looking for when shopping for Insurance policies.
1. Create your agency identity.
Ask yourself this- Why should a client choose you? How is your service better than your competitors? Things like years of service, community involvement, service awards, after hours availability, etc, are all things that can help you stand out amongst your competitors. You know what unique factors set your agency apart from the rest- But, do your potential clients know?
2. Differentiate yourself from the competition.
The world wide web is everywhere. It never sleeps. When taking into consideration that up to 70% of potential buyers use the web to search for various products and services, there really is no better way to increase awareness about your business. Take advantage of the many online directories and get your business listed. Launch a website- there are several web-based applications available that walk you through the site building process. If the thought of creating your own website overwhelms you, call on the professionals.
3. Establish a local, online presence.
The world wide web is everywhere. It never sleeps. When taking into consideration that up to 70% of potential buyers use the web to search for various products and services, there really is no better way to increase awareness about your business. Take advantage of the many online directories and get your business listed. Launch a website- there are several web-based applications available that walk you through the site building process. If the thought of creating your own website overwhelms you, call on the professionals.
4. Strengthen your credibility and reputation.
Whether your business is online, offline, or both, your identity is often times defined by your reputation. Having a solid reputation will give you an edge when up against a business whose credibility is suffering. There are certain factors in business that you cannot always control, (ie., price, physical location,) but your reputation is NOT one of them. Maintaining a positive reputation is absolutely important-happy customers will keep coming back and will sing your praises to families, friends, etc.
5. Create Interesting And Educational Content.
By developing an engaging Blog, Website, or Newsletter, you are giving potential clients a reason to keep coming back while greatly increasing your visibility. The more content you can write and attach your name to, the better. Draft educational pieces that showcase your expertise within the industry. This portrays a level of confidence in your ability that is appealing to a prospect. Gaining the trust of a prospect increases your chance of converting them into a paying client.
6. Utilize Internet Marketing Vendors To Find New Leads.
Finding new leads can definitely be a challenge. Finding new, qualified, leads can be an even greater challenge. It’s becoming increasingly common for an agent to enlist the services of an Internet Marketing vendor. They can greatly increase your chances of acquiring leads that actually close. They specialize in providing you with quality leads that have already been screened and verified. This saves time and money, as well as eliminates wasted advertising. Whenever possible, leave the acquiring of news leads in the hands of a professional.
7. Utilize Contactability To Contact Leads Immediately.
Be the first to make contact. With a service such as Contactability , your internet leads are followed up on within seconds. Often times, the prospect is still seated in front of their computer screen. Up to 78% of leads will close with the first company they connect with.
8. Allow Contactability To Follow Up On all of your leads, multiple times.
With a system such as Contactability as your ally, you have an entire team of professional telesales agents in your back pocket. Using a powerful, redialing algorithm, Contactability’s agents will continue to dial your leads until contact is made. Once contact is made, their live transfer feature keeps the lead on the line while it’s transferred to the agent. The agent is quickly brought up to speed on all the leads details arming him with all the information needed to effectively work the lead.
9. Converting leads into paying clients.
Conversion is a vital piece in the “generation of revenue” puzzle. Converting a prospect into a paying client is a process that requires patience, a quick response time, and knowing what it is your potential client looking for. It’s important to evaluate this process frequently and fine tune what is not working.
10. Don’t be afraid to ask for referrals.
Word of mouth, the cheapest and most effective marketing tool available to an Insurance Agent. In general, people would rather do business with people they know or that have been recommended to them. A happy customer should be seen as an opportunity. When a customer compliments you, do more than just thank them. In turn, ask them if they have any friends or family members that might need your help-let them know you’d be honored if they’d refer you.
Agent Ethan Kosmin generated over $200,000 in premiums during his first year in business thanks to Contact Concierge.
A look at some surprising facts and shocking statistics from the insurance lead industry.
A must read for every new agent. Learn some of the best recommended practices for handling live calls received from our verification team so that you can be successful with Quotecalls.
