Finding good leads is one of the hardest parts of being an insurance agent. No matter how much you know about the ins and outs of insurance, you still need high-quality leads to make a sale. Even if you're a naturally gifted salesperson who knows how to connect with people and win their trust, you still won't get anywhere unless you're meeting new prospects regularly.
If you're like most agents, you probably spend a lot of time and energy wondering how to get quality insurance leads and from who. The business is very, very crowded right now, which means you're constantly competing against a herd of other agents over every single prospect.
If you're feeling stuck and looking for a new solution, don't worry. There are plenty of methods out there for generating insurance leads, and we've looked into all of them for you. We'll let you know which methods are the most reliable and which might not be worth a shot. Keep reading for our rundown.
Some insurance agents get their leads directly from the company they work for. If you're not already doing this, it might sound almost too good to be true, right?
A number of big insurance companies hand out a steady stream of leads to their agents. They do this on the theory that it'll make their agents more productive, resulting in a win-win. After all, handing out leads to agents should result in a rapid conversion rate, which should be good for everyone.
Getting leads from your company can be a big advantage, and it's a huge incentive for many agents — especially if you're a new agent who might not be totally confident in your ability to generate good leads.
When your business gives you a regular flow of warmed-up, qualified leads, you can stop worrying about hunting for prospects, and you can focus your energy on what you do best — connecting with people, answering their questions, and matching them with the best plan for their needs.
Of course, the system doesn't always work perfectly. Before you sign up with a company that promises you a steady flow of leads, check to see whether those leads are truly fresh and valuable.
All too often, companies hand out the same, tired old leads to all the new agents they hire. If your prospects have already been called by a string of other agents, it's no wonder if they aren't responsive when you call them.
Keep in mind that some companies also reduce agents' commissions in return for handing out a flow of leads. That trade-off might make sense for you, especially if you're new to the job and still developing your sales ability. But if you're an experienced insurance agent, you might prefer to receive a more sizeable commission in return for generating your own leads.
If you want to generate your own insurance sales leads, you'll need a well-planned digital marketing strategy built around a website, social media platforms, online advertisements, and maybe even a content marketing or YouTube channel. You might also want to try some more traditional marketing techniques, like handing out business cards, organizing community events, and volunteering your services in order to build up your network.
These methods can work. It's certainly possible to generate your own leads in the internet age if you're persistent and hard-working enough. While finding your own insurance leads can save you money, since you won't have to pay a fee or commission, marketing does come at the cost of both time and money.
When you generate your own leads, you automatically build and strengthen your existing relationships with customers — and that'll benefit your business in the long run. Doing your own marketing is also a great way to brand yourself since your customers will feel that they really know you. You'll probably get more repeat customers for this reason.
At the same time, bear in mind that marketing is a complex process. Chances are that if you're an insurance agent, you're already an excellent salesperson — but having great sales skills doesn't necessarily mean you'll be successful at marketing.
Marketing is a complex undertaking, especially when you're using social media, email, and a website. It's easy to get overwhelmed, and it can be hard to tell whether you're on the right track with your marketing efforts. Besides, marketing tends to take up a lot of time and energy. If you can't afford to put constant effort into marketing yourself, you could end up with just a trickle of leads — or worse, no leads at all.
If the company you work for doesn’t provide you with leads — or if your organization gives you leads but they’re not very fresh — you might want to buy them directly from a third-party company.
A number of third-party businesses sell leads for insurance agents. Also known as lead aggregators, these companies find prospects in a variety of ways — they might comb through websites or conduct their own marketing or social media campaigns, for example.
You pay them a set rate in return for a certain number of insurance leads. You can even specify specific characteristics you want your leads to have, like their age range, income, desired benefit amount, and geographic location. For example, if you’d like to find female customers between the ages of 25 and 40 in the Akron, Ohio area, buying leads might be a great way to get exactly what you want.
There are some clear benefits to buying insurance leads from a third-party company. You get a flow of new prospects, matching your specifications. You get to concentrate your energy on your work instead of spending your time trying to generate your own leads.
If you’re relatively new to selling insurance, then working with a lead generation company is a great way to go. You’ll be able to concentrate on sales and build your expertise without trying to generate leads simultaneously.
Even if you’re a seasoned professional, it’s usually a good idea to leave lead generation to the experts. Yes, it’s technically possible to generate your own leads, and we’ll get into that more below. However, lead generation is an extensive and demanding project. It’s a significant investment in time and energy, and it can leave you drained — making it harder to focus on your actual work.
Nectar can help you make direct connections with the insurance shoppers you’re looking for. Working with Nectar ensures that you not only get fresh insurance leads, but also get leads that are already in the market for exactly what you offer.
Let’s be clear: Nectar doesn’t work in the same way as a lead aggregation company. A lead aggregator collects the names of potential leads from other third-party companies and shares those leads with many insurance agents, who then compete to see who can close the sale. Working with shared leads can be stressful for agents and off-putting for the shoppers.
Nectar is different. Nectar generates its own leads, and by doing so it can identify shoppers who are actively searching for information about certain insurance products — and connect those shoppers with one agent who can meet their specific needs. That’s it. The result is an organic relationship that’s smooth and positive on both sides.
Nectar connects you with health, home, Medicare, auto, and life insurance shoppers based on what they're looking for and what you offer. As a part of Assurance IQ, LLC, Nectar has excellent access to insurance shoppers through Assurance IQ, LLC, an online platform for people who are shopping for information about the right insurance plans for their needs.
In the end, providing a great shopping experience for customers makes a huge difference. After all, happy customers are likely to return the next time they need insurance. They're also likely to refer their friends and family. That means you're not just making a one-time sale — you're also establishing a relationship that can potentially last and grow for years.
Wherever you are in your lead generation, remember there's no one magic answer to this issue. Figuring out how to get leads for insurance sales is an ongoing process. This isn't a simple problem that you can resolve in one shot!
The truth is, you'll probably end up working with more than just one approach to generating leads. That's fine. In fact, it's a good idea to keep multiple irons in the fire. Ultimately, you've got to experiment and find the method that works best for you, based on your unique set of skills and the market that you're in.
It's a good idea to include Nectar in your list of lead-generating approaches, no matter what else you have on the table. Partnering with Nectar allows you to get fresh, unique leads that'll help you close sales and build long-term relationships. That makes it a sound part of just about any lead-generating strategy.
This article reflects the features of Nectar as of the date of publication. Features are subject to change at any time. This article is meant for informational purposes only, it is not a guarantee that using Nectar will help you achieve specific business or financial results and is not intended to serve as the sole recommendation for any business financial decisions.