Once you start a business in the insurance industry, you cannot progress unless you have clients on your side. Clients equal income and income equals your ability to pay for all areas of business plus your staff. As an insurance business, you rely on premium renewals to bring in more revenue but if you can’t get new clients in the first place, you’re fighting a losing battle.
Trying to pull in new clients is not as easy as it looks, and while you can use outsourced resources such as a Medicare FMO, you need to think about how else you can bring in clients as an independent agency. Whether you have been selling insurance for many years or you are looking to start a brand new agency, knowing how to find new clients is always going to be valuable information. Here are some of the best methods to bring in those clients and generate new leads.
How to Get your Client’s Attention
- Know your niche. What kind of insurance agency are you? What kind of business are you at all? You want to be able to have a niche in your business so that you can offer the best possible service to those new clients of yours. Consider whether you have insider knowledge of the industry or a particular side to it. If you do, make it your focus. Bring clients in looking for a specific insurance or need, and you will be able to offer a more concentrated service.
- Work on your community network. You know that networking is an essential if you are planning to bring in new clients, but going to the same events may put you in front of the same people over and over again. Work on broadening your networking horizons and you will instantly start seeing a whole new group of people.
- Start working on prospecting. If you want to ensure that you are spending your time in value-driven areas, you need to do more than just get to know your client base. Once you know the audience you want to find, you should head into the areas you know they will be. Pay attention to local news and see where you can announce looking for new clients. You should also check whether you can cold call specific business owners. The problem with this one is that it’s not particularly well-loved!
- Work with other professionals. You should do all that you can to partner with other professionals who can work with you. This includes mortgage and real estate brokers, financial planners, accountants, and medical clinics that might help their patients look for health and medical insurance.
- Nurture those relationships. It costs more money to bring in new clients than it does to nurture the ones that you have. You should think about working on nurturing the new relationships that you build as well as the existing ones. Don’t be afraid to explore how you can make your clients feel as if they are important to you.