The Laws of Attraction & Insurance Prospecting
Attract the Right Interest in Your Business
As an insurance agent you’re battling against big brands, insurance comparison websites and fellow agents inside and outside of your company. To grow as an agent, and close more deals it’s important to generate and amplify your personal and professional brand.
Whether it’s online or in person, it’s time to put yourself out there to start attracting insurance leads. There are some tried and true methods to gaining interest in your business. Here are some ways in which you can attract insurance prospects.
Be Where the People Are
Study your target market, and find out where they spend time both on and offline. Do your prospective clients attend any social or business events? As a good insurance agent it’s important to network and meet as many people as possible. While online marketing is great for generating a high volume of leads, often those leads that convert best or based on personal relationships or referrals.
Social media is where the people are. It’s where the majority of people spend hours of their day. Create custom audiences and target markets using Facebook and Twitter marketing tools. Set up campaigns to make sure your posts are being shown to the right people.
Market Your Product’s Ability to Solve Problems
What problem does your product solve? Well, in the case of insurance, the consumer needs coverage in order to protect them against paying high out-of-pocket fees in the event of an accident. Whether it’s home, life or auto insurance – coverage can help them when things go wrong.
Instead of focusing on why your insurance company is great, focus on how you can address your customer’s problem with their current insurance provider. For example, many consumers are paying higher insurance rates than necessary for the coverage they need. Your prospect may be paying high insurance rates because they have too much coverage or aren’t taking advantage of discounts available to them. Once you determine what the issue is, show how your company can address these problems.
Showcase Your Expertise & Personality
Determine what sets you apart as an agent from other insurance agents. What is your individual expertise? What does your insurance agency do better than the rest? What can you provide that others can’t? Whether it’s knowledge of the space, a large network of providers, established relationships, or understanding of discounts, explain how you can make the difference for your client.
One of the most important keys to success as an insurance agent is personality. As a sales person, you’re always going to be met with hesitation. A good insurance agent knows how to break the ice, and connect with prospective clients. Present yourself authentically, and attempt to connect with leads on a personal level. Building trust starts the moment you meet a client.
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