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A Review of 10 Insurance Leads Methodologies

Brian Anderson

6. Lead Exchange Groups

Get in front of more prospects by forming partnerships and lead exchange groups.  For example, you can share your clients and prospects with relevant partners, who can in turn share their prospect and client lists with you.  These groups can also help you to gain tips and lessons-learned from other successful business people who are in a similar position to you.


7. Direct Mail

Direct mail campaigns are commonly-used lead generation tactics.  They might have been better when technology wasn’t so commonplace in small businesses, but these days, direct mail doesn’t seem like it has great returns.  Currently, most people tend think of lead-generation mail as junk mail, or basically another version of a telemarketing phone call.  What’s more, the cost of printing direct mail fliers can really add up over time.


8. Buying Leads and Appointments

While buying leads and appointments is one possible approach, very few advisors seem to have much success with them.  Leads are best when they come from sources that have organic interest in your services.  Further, leads and appointments that are bought may be recycled from other agents, making them less viable.


9. Cold-Calling

Cold-calling is not only battling great odds, but it can take a toll on your self-esteem.  You go up against a lot of negativity, and pitching your services over and over again to people who don’t want to hear it can be a major source of frustration.


10. Guest Speaking / Community Involvement

They say that in business, it’s all about “the hands you shake”, and the insurance industry is no different.  If you serve as a guest speaker at community workshops, events, and entrepreneurship panels, you’ll be getting the word out about your expertise and your services.  Being involved in your community at large is a great way to keep your finger on the pulse of what’s going on in your community and where you might be able to lend a hand.  Get involved with organizations like Kiwanis and Rotary Club, and write articles for them with a byline that links to your website.



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