10 Insurance Sales Lead Generation Ideas, Strategies & Tips For Agents

1. Internet Leads - I know a lot of agents find internet leads frustrating and expensive, but good luck finding an easier way to get the names and contact information of people who are shopping for insurance right now. There's a lot of lead providers, but you'll get the best quality and service from the big dogs like Agent Insider, NetQuote, or InsureMe

2. Raffle off an Apple TV - If you're participating at a local community event, raffle off an Apple TV. Collect people's information on the raffle forms and boom! There's your leads. Why an Apple TV? It's an Apple product so you'll look cool and modern. They cost under $100. And they're not as popular as an iPod or iPad so some people will be intrigued enough to strike up a conversation about what it does.

3. In-House Telemarketing - Don't make the mistake I see a lot of agents make with in-house telemarketing by having one person do it all day long. I've seen a lot of good producers get burnt out that way. It's more sustainable and productive to have your producers telemarket for an hour or two each day at the best times of the day.

4. Lunch Table Quotes - If you know anyone who works at a company with lots of employees, ask them if you can setup a quoting table in their workplace cafeteria. Make it clear that you're not going to pressure or interrupt any of their employees, but you'll setup a table and a sign advertising free quotes for anyone who wants to save money. Pitch it like you're doing them a favor, not the other way around.

5. Criss Cross Directories - There are companies that specialize in developing accurate contact information for everyone who lives near your agency. There's a list or service for just about every type of insurance you might be wanting to sell, or just get the contact info for everyone in the zip codes you care most about. Here's two of the biggest companies in the space, Cole Information, Haines

6. Buy Old Leads From Agencies that are Closing - If you know an agent shutting down their agency or selling it over to someone else, ask if they have any old leads you could buy off them. Chances are decent they won't care since they're leaving the industry and may be open to a fair cash offer. While you're at it, make sure to ask what's happening to their phone number. You might be able to make an offer for that too, and forward it to your line.... just a thought.

7. Facebook Posts on Your Personal Page - How many friends do you have on Facebook? If you really need to generate some leads today, make a post on Facebook about what kind of clients (leads) you're looking for. Make it interesting and fun by offering some kind of prize to the person who refers the lead or the lead itself if you can't help them save money.

8. Fishbowls - Yup, I said it... fishbowls. Talk with other local businesses, especially those that are really close to your agency and offer to pay for the cost of a gift certificate to their store once a week or month if they collect business cards for the drawing and give you the contact information. Or just offer to convert the leads onto a spreadsheet for the other business owner in exchange for letting you have the information.

9. Exchange Leads with Other Local Businesses - I'm sure most of the local business owners around you would love to get their hands on your customer list for sales leads. Of course you aren't going to give that out to anyone, but if you can find a few other local entrepreneurs you can trust who also have lists of their own, consider exchanging information.

10. New Home Purchases - In addition to home insurance, new homeowners are great targets for life insurance and other financial products. Since the transactions are public information it's easily accessible. Your local government website might have the information or you can always look into a lead service that provides information like this. Just Google "new homeowners list".

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How to Find Sales Leads

Sales have come a long way since the door-to-door salesman. Retail sales are now exploding on the Internet, changing the methods companies use to both reach potential customers and micromanage marketing to the niche of customers interested in their products. Finding a sales lead has also become much easier with the use of the Internet, but there are many others ways to gather sales leads. Here are a few suggestions to help increase your list of contacts.

Suggestions

1. Buy or rent a list of potential sales leads from a company specializing in obtaining, cleaning and selling lists. Like many industries, list companies have merged and grown in size to where there are a few major players and a lot of minor ones. Call some of the larger ones and get prices. Buying only email addresses is the most popular and cheapest way to go. Once your Internet ad is developed, the price of both sending the email or having it rejected is free or minimal if you have a specialist do the email blast for you.
2. Collect business cards at an organization or chamber of commerce meeting. The best salespeople in the largest companies still consider every business card a potential sales lead.
3. Jot down the names of potential leads as you read your daily newspaper or trade magazine. You can tell from the ad what the business specializes in and whether or not they might be a good lead.
4. Browse through Internet Web sites when you have a little time to spare. Do searches for companies that may have an interest in your product or service and review their Web sites. You may find not only valuable leads but also valuable information that could increase your success rate.
5. Ask family, friends and relatives for leads. Ask your neighbor and ask your golfing buddies. Ask the person next to you on your next business flight. Leads dissipate over time, and you need to be constantly filling up your pipeline.
6. Establish a business relationship with another person to gather leads for you in exchange for some sort of monetary return, usually by sales lead or by a percentage of sales.

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How to Develop Sales Leads

Generating sales leads, also called business prospects, is essential for professionals who work on a commission basis. This includes real estate agents, mortgage brokers and insurance agents. Business owners also seek leads to keep sales revenue flowing. Developing sales leads can be challenging, especially when you're in a competitive industry or just starting out. There are simple strategies that can help you increase and develop sales leads for your company.

Things You'll Need

• Business cards
• Fliers
• Web host and domain

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Suggestions

1. Contact friends and family to get sales leads. Give them business cards to pass out. Someone who knows you personally will be more apt to spread positive word about your business. You can develop promising sales leads via word of mouth.
2. Establish a lead generation website to reach your target market. These websites are specifically designed to deliver information then request information from the reader. Narrow the focus for your website as much as possible. For instance, instead of advertising yourself as a "Real Estate Agent in California," position yourself as a "Real Estate Agent for the Stars in Hollywood, California." You can hire a designer to create the website or purchase a template design and create the lead generation website yourself (See Resources).
3. Consider hiring online affiliates to help you find sales leads. This strategy is especially effective if you offer a product or service nationwide. Online affiliates have expertise in contacting people within target markets (See Resources).
4. Provide the affiliate with detailed information about your product. You also need to provide the affiliate with a sample of your product and sales materials. Pay each affiliate a set fee for each unique sales lead.
5. Post fliers advertising your service in select locations if you have a local business. Determine your target market and post the fliers where those potential customers can be found. For instance, if you are marketing a service to new families, post your fliers on daycare bulletin boards and at family-style restaurants. Leave business cards as well, when possible.
6. Participate in local events. Lease vending booths at fairs and attend town forums to meet the public. Go with fliers and business cards in hand. Talk with the public, tell them about your service and provide them with contact information. Try to schedule appointments with interested parties and collect phone numbers or email addresses for your leads list.

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