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Your Clients Can Market for You if You Do it Right

10/10/2019

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How many times have you said to yourself "How do I get more leads without paying for them?" It's the never ending question that plagues insurance agents. You want your business to grow and don't know how to get more clients calling you. The reality is, if you're servicing your existing clients properly, they will do the marketing for you. Calling, mailing, emailing and even door knocking (yes some agents still do this) are all forms of outbound marketing. It's time to review your strategy.
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How will your existing clients market for you, you ask? It's a process of nurturing them and educating them. Keep in touch with them, inform them of new products and services you offer. In essence, be their teacher. And what does this do for you? It lets your clients know that you're keeping abreast of market trends and products. You're coming to them with the latest in industry news and solutions. Bringing your A game to the table resonates with clients. 
Word of mouth and influencers are two forms of marketing. But the reality is, they're both the same. Influencers typically work online and via social media. Word of mouth extends into the digital space and offline as well. If you take care of your clients, they become your influencers and spread the word that you are THE agent to work with. 

Building your brand and your credibility comes from within. If you exemplify professionalism, integrity and wisdom, your clients will talk about you.

Another key component to this, is to focus on additional sales with your existing client base. Offering one type of insurance can be limiting, so if you feel you can take on new products, by all means do it! You don't have to offer every insurance product known to man; however, if you can assist your clients with an array of solutions, you'll have your own, private army doing your marketing for you.
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Referral marketing is big in this industry and everyone asks for referrals. If your clients talk about you, they'll send referrals without you ever having to ask for them. They're doing the marketing work for you.
Incorporate inbound marketing with your outbound marketing strategy to allow your client base to grow. That means sending them informative pieces, and it doesn't have to be solely insurance-based. Including articles about retirement, nursing homes, social security and even protecting them from identity theft are all ways to enlighten your clients. The more you focus on attention and sales within your existing client base, the more you'll get in return.
By Carolyn Portanova
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20 Marketing Tips for 2019

1/3/2019

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It's a new year, and with that comes new opportunities. Creating a solid marketing plan and sticking to it will not only grow your business, but will give you structure and organization. Running your own business and working on commission has its risks and rewards, but with planning and utilizing all of the tools and resources available to you, you're guaranteed to succeed.
You can't continue to grow if you continue to do what you've always done.
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Which of the following marketing tips have you already implemented this year? Which do you need to do?
  • Cleaned up dead prospects from your database
  • Built a Google My Business page
  • Created a quarterly or monthly email newsletter for your clients
  • Asked for referrals AND Google reviews
  • Built/Updated your website - old websites don't reflect well on you or your business - if you need help, get in touch with us
  • Taken advantage of our Leads programs
  • Checked in on your existing clients
  • Partnered with a local real estate agent for new clients
  • Offered a seminar at your local shared work space, church or community center
  • Added a NEW product/carrier to your portfolio
  • Taken advantage of our in-house marketing resources
  • Built your Facebook business page and scheduled out content
  • Organized yourself, bookmarked pages, updated your computer/ software/apps
  • Downloaded our Resource for Rates app (App Store or Google Play)
  • Created a referral program
  • Asked for client feedback and implemented changes for the new year
  • Networked online
  • Set new goals for yourself
  • Picked up the phone and dedicated a certain amount of time for prospecting each day - use our Customer Engagement Models
  • Thrown out the paper apps and submitted electronic applications
By Carolyn Portanova
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    Author

    Carolyn Portanova is the Director of Marketing at The Brokerage Resource and has been with the firm since 2012. 

    She oversees all marketing and communications for The Brokerage Resource.

    Additionally, she works closely with the firm's independent insurance agents to teach them how to promote their own brands and in turn, grow their businesses.

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