I am an insurance agent how do I get new clients?

In Insurance sales you have (2) basic ways of getting clients.

1. Cold calling
2. Client referrals

Obviously the later is only when you get customers first.

In cold calling you have various ways to get prospects.
you can just pick up the phone book, look in the daily newspaper for new businesses opening however, in this arena you may be a little hesitant at first. I remember my first cold call. I picked out a electrical contractor in town. I decided to stop over there and give him my card and ask for the opportunity to quote his package when it renewed. Well I must of drove around the block 6 times before I had the intestinal fortitude to walk in the office. His receptionist shook me off like a fly... so I left my card and went back to the offfice like a dog with his tail between his legs. Lesson to be learned?

I thought about how I did this little venture and came up with a better way to cold call.

I looked in the yellow pages for the local electrical contractors association office. I asked how many contractors were associated in this group and they told me they had about 500 State wide and around 80 within a 50 mile radius. I asked them if they have memberships for "associate" members. (businesses who where suppliers or other than electricians) They said yes and gave me their Web site to fill out a associate application. It cost me $75 per yaer. with that I got the list of addresses /phone 3's and KEY PEOPLE of each of the local businesses.

I then went to a couple of my main markets and asked them if I could work out a association "incentive" program with them for specialty contractors. After about 2 months and meeting with the Insurance carriers I formulated a program that gave these guy's something that the competition did not have. In other words I had an "edge" on the market specifically for artisan contractors. (I can't devulge this as it is a trade secret).

I started sending out mailers (direct mail) to every Electrical contractor in the State. I told them I had a package that is very unique for their business and that I would be at the State convention in the fall with a booth. "Come and stop by.

Long story short.... I spent about 5 months on this program and spent maybe $400. . The result? At the convention I got 168 leads to quote and closed on 98 of them the first year. The second year I wrote over 160 artisans and it's growing!!

I have written about $1,300,000 in premium in 2 years only writing Electrical contractors.

To sum up this scenario the key to successful selling is to "niche" market. Do something that the agent next door doesn't have.

Sell your self...your Idea...make a goal....and achieve it....IT WORKS!

You make cold calls and go door to door.

It's NOT easy. There are NO shortcuts. Business does NOT come to you. That's just the way it is.

cold calling is by far the best way to get clients that YOU want. A phone book ad will get you business but it may or may not bring in the business you want to write. I agree with DFK on the niche market idea. I currently write only commercial property/habitational accounts in AZ but I have an insurance company that gives me screaming rates. In about 6 months I wrote $360k in premium and should easily double that over the next year.

The trick is be yourself and talk slow. Dont try to over sell and let them know you understand they already have insurance. You are calling to provide a better solution for what they already have. Try to avoid the word sale or quote. It creates the perception you are trying to get them to buy something they dont need.

The more people/companies you call the more success you will have. Try not to get discouraged by the jerks.
Once you establish a few clients ask for referrals. "Hey remember how I saved you $10k last year? do you know anyone that might be able to take advantage of my program like you did" people LOVE to help their friends out

My favourite technique is "camping".

I went to my friends' offices where they have cafeteria. I used to sit there for whole day and talk to employees while they are having their break. the conversion rate is very good as people will tend to buy from people they are familiar (chances are higher). This become a routine for me. I will move on the the next office after a week or too. This way my cost of sale is low & save on petrol.

Once they are your customers, ask for referals.

Put your own web site, get someone to assist you on SEO (search engine optimization) - a new way of marketing. May help you as well.

Write some useful content related to your services & publish in your site. Useful contents and advice about insurance will be able to catch people attention

good luck

You can cold call in person, but stay away from the phone book, unless you can check phone numbers against the do not call list. Be sure you are representing a well known company, make sure you believe in the products, get business cards, rehearse a script for when you bump into people, and you'll get started.

Try mostly for life insurance first. Stay away from Medicare policies, which are highly scrutinized and have strict restrictions in each state regarding the marketing of them to seniors.

Most business comes from a telephone book add. Put your number in there and your bound to get some calls. Other than that, advertising good insurance rates could nab you some clients.

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