Marketing to your friends and family may seem like the quickest and easiest first step to gaining a few quick policies. But, if you’ve been in this industry long enough you will soon realize this comes with serious consequences. The first being you are likely to burn a lot of bridges with the people you most care about, and the second is these leads will soon dry up.
The landscape for how consumers search for life insurance has changed. Consumers want to be able to get educated, get a quote and buy a policy from the comfort of their own home. Over the last decade, many price comparison sites have popped up. But the problem here, consumers are realizing, is that this ‘one-size-fits-all’ approach does offer them the value of a face-to-face meeting.
Here are 3 easy ways to make you a better quality life insurance agent:
1. Harness the Power of Social Media
This is where your customers are researching and asking about life cover, you need to tap into that conversation. This is particularly true when it comes to targeting the Millennial generation. Here are a few tips:
Publish on LinkedIn
Make sure you are active on LinkedIn by answering the most popular queries you got from existing clients. Publish this content on LinkedIn alongside other thought leaders. By doing this you elevate yourself to a higher level of expert status.
Saved Searches on LinkedIn
Go to the advanced search option in LinkedIn and find prospects and then save the search. Once saved, LinkedIn continues to find people who fit your saved search and sends you an email with a list. It’s an immensely underused lead generation tool.
Get on Slideshare
LinkedIn acquired Slideshare and integrated it into their site. Over 70% of traffic comes from targeted search by users looking for your content. Create compelling slides and publish with a direct call-to-action.
Source leads on Twitter
Use Followerwonk to search for Twitter followers. Analyzing aspects such as bio description, time your follower’s tweet, etc. So that you can reach the right audience at the right time, that’s associated with your niche.
Twitter images and hashtags
Make sure to include images with your Tweets, they will stand out and get more engagement. Use hashtags so your content is easier to find. The more often you get found, the more leads you will get.
— Tim Shrum State Farm (@InsureMusicCity) August 13, 2016
Follow your Facebook Feed
Grow your business by following your friends, family and existing customers. Make sure to catch crucial moments to comment, like this example:
Live video on Facebook
If you are attending a conference or event be sure to use live video from Facebook . Interactive videos enable you to engage with your audience and respond to any questions. People comment 10x more on Facebook Live videos than on normal videos. This is a powerful way to connect with your followers and create new ones.
2. Create, Share and Engage with Content
People want to do business with experts. Creating unique content and sharing this highlights you as the expert.
Host a 20-minute webinar that solves a problem for your target audience. Using tools such as Skype, Google+ Hangouts, Facebook Live videos. All formatted to allow you to have an open discussion in real-time. Allow for question-and-answer sessions. Take your the recorded version of your webinar and email to your client list with sharing links.
The best way to share information is through infographics. You can create them using platforms like Piktochart. Amplify your content with email. Send your infographic to your client list with sharing options.
There are many bloggers and newsletter providers who welcome expert content. Contact these sites and offer you insights into trending topics. Register with ‘Help a Reporter Out’ and provide your expertise. It’s great for exposure and works well for increasing your reach.
Niche Social Media Platforms
Find niche platforms which target your area of expertise. Sites like SlipCase for the insurance industry. Get active and engage with the audience by commenting on posts.
Answer a question on Quora
Quora is a question & answer user generated website. With millions of people from different demographics asking questions daily. If you answer enough questions, they will notice your profile and visit your website. Make sure your answer is helpful and doesn’t come across as a sales pitch. Here is a good example:
Comment on other blogs
Commenting on news type blogs can be helpful in getting your name out there and eventually generating leads. Be helpful and generous with your comments and people will want to see what you have to offer.
Share helpful information
Do not sell your products on social media. Create content that is helping. Help your potential customer by answering their concerns or questions. For example the below, helpful information for a life changing event.
Welcoming a baby is a big event! Here are 3 things new families can do beforehand to get in good financial shape: https://t.co/A6Zt7unBGI
— Life Happens (@lifehappens) August 21, 2016
The most important tip here is to ask yourself. Are you listening, across all social media channels? What are people are saying about life insurance. If not, you could be missing out on easy leads.
3. Referral Automation
It’s not new news, that referral leads are the greatest type of converting leads. Setting up a referral program is labor intensive. It also relies on talent, and the sales teams commitment to keeping it running.
Invest in an Automated Referral System and go beyond automated personal marketing. This automation process moves your contacts through a referral program for you. With continuous funnels going out to existing clients using a phased selling approach. Just google ‘automated referral system’ and you will find many companies offering this service.
A great way to track your referrals is to put in place a tracking system. This system automatically rewards your customers, employees, and partners who referred new customers. Track your ROI per campaign.
Promote the referral program everywhere and convert your customers into revenue generators.
Relying on friends and family for generating new leads is not going to grow your business. If you can carry out these 3 easy steps you are on the road to becoming even more profitable.
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