We often have agents focus on one particular insurance product and they make that their priority. They focus on selling that particular piece of the puzzle to their clients without expanding their portfolios. I recently emailed an agent who wanted to expand beyond selling Medicare Supplement products, and these were some of the tips I shared with her for getting started with Life marketing.
"I think it’s so beneficial when an advisor works with their clients on many levels to provide the most complete solution for them. They have instilled their trust in you for certain insurance needs, and it just makes sense that they come to you for all (or most) of their insurance/financial needs.
As for marketing ideas, LifeHappens.org is a fantastic site for information, marketing and selling concepts, infographics and brochures. The site has some great ideas on how to relay the benefits of purchasing life insurance. I’ve attached one of their Real Life Story brochures as an example. Story telling these days is paramount, especially with social media. It’s become the new way to market to clients and customers. Sharing stories that are relatable speak to potential clients and customers, and Life Happens understand this. In turn you will have clients who become influencers (influencer marketing) which benefits you. Your clients tell their friends and colleagues about your commitment to them as their trusted advisor, and you in turn gain new clients. It’s networking and marketing working cohesively."
Thinking outside the proverbial box, exploring new options and adding creativity to your strategy keeps things interesting and your clients benefit from it. If you're excited about the options you offer, your clients will in turn get excited about safeguarding their financial future.
If you're not currently offering Medicare products to your clients and are focusing on Life products or Annuities, then now is the time to branch out. Becoming a source of information and expertise for your clients only lends itself to expansion and a growing client base. If you need ideas and assistance about adding Medicare products to your arsenal, we have a dedicated team and a litany of tools that will help you get started, beginning with our Medicare Supplement Kit.
At the end of the day, it's about having that satisfied client, and happy clients make for good business.
If you’re looking for ways to find new clients in 2017, hopefully you have a game plan already put into place. And if not? Have you considered these options?
Do you have a website? If not, are you building one for 2017?
Creating a website does not have to be daunting and expensive. Just having a landing page with your contact information can often times be enough initially. There are so many options for creating a web presence. It’s endless and you can have one in a matter of hours. WordPress, Squarespace, Weebly and Wix are all options that allow customers to build sites on their own without hiring a web designer. IXN Tech is a company we personally recommend for building insurance websites.
Do you have a Facebook page at the very least?
Not your personal Facebook profile, but an actual business page to let the world know you’re online, where they can come to your page and find relevant industry news, updates and contact information. Building a Facebook page is something everyone should absolutely do, and it can be accomplished in a matter of minutes. If you have a personal online presence, then it only makes sense to have one for your business and your brand as well.
Have you run ads on Facebook, LinkedIn or Twitter?
If you’ve never thought about running a Facebook ad or an ad on LinkedIn to find potential clients, what are you waiting for? You can run ads and target specific demographics to alert your potential client base that you’re on social media, and you’re keeping up with the times (and looking to grow your business). Both sites, as well as Twitter, have step-by-step directions on how to go about running an ad. You decide your budget and you decide how long you want your ads to run.
Take the time to research your advertising options on the social networks mentioned, and build that Facebook page today. In a matter of minutes you can have an online presence and you can use your personal contacts and existing clients to help spread the word about your business profile. No one will know you’re out there, if you don’t tell them.
If you don’t have an online presence, you’re missing out on an enormous opportunity. More and more small businesses are understanding the need for a digital presence, and although it may seem overwhelming and overly crowded out there on the Interweb, it’s absolutely necessary for your business to expand.
Carolyn Portanova is the Director of Marketing at The Brokerage Resource and has been with the firm since 2012.