We live in the age of instant gratification and consumers often don’t give you a chance to explain the value you think you can provide. They are too busy, and have too little faith in the hordes of producers and companies that reach out to them on a daily basis. Unfortunately, they have learned through experience that these knee-jerk objections are the best defense against people wasting their time. This forces agency owners and producers to be more assertive and persistent. Even when you are using an inbound marketing solution like Avenge Digital, you will deal with objections. That's just the part of any business but the vast majority of the time what happens is a knee-jerk reaction from busy people who don’t yet see the value in working with you. That's not a reflection of you! Nearly all objections at the prospecting phase of the sales and quoting process fit into one of two categories either they don’t understand the value & are too busy to think about it, or they are not ready for a buying conversation. Also broken down very simply: "Time or Money"
Topics: tips, insurance marketing systems, marketing ideas for insurance brokers, insurance marketing agencies, insurance marketing ideas, insurance marketing organization, insurance consultant, insurance marketing group, insurance specialist, insurance agent, insurance marketing, ROI, follow up, Increase close rate, Insider
It can be tough out there for insurance agencies. Changes in Obamacare is shaping the way employers provide health insurance for their employees. Rate increases on the Property & Casualty front are always present and a constant objection many agents must overcome. In fact, the new legislation is trying to curtail the role of insurance agencies in the insurance procurement process. Persistent slow economic growth has reduced business investment, which adds additional steps and approvals to the insurance buying process.
Topics: insurance marketing systems, marketing ideas for insurance brokers, insurance marketing ideas, insurance marketing agencies, insurance marketing organization, insurance marketing, insurance agent, ROI, Insider, Increase close rate
Many agents know that the time comes when your business growth can no longer rely on referrals alone. There is a reason why many companies exist to help agents and independent business owners succeed. Everywhere you look there are lead companies, call companies, SEO specialists, website builders, direct mail opportunities. It can be overwhelming!
Topics: tips, referrals, insurance marketing systems, marketing ideas for insurance brokers, insurance marketing ideas, insurance marketing organization, insurance specialist, Increase close rate, Insider, ROI
Every time I speak with an insurance agency owner I ask, “What do you do to market your business?” The most frequently answer I get? “Referrals.” This is the story consistent from agency to agency, from California to Florida and everywhere in-between. So much so that our most recent blog post was about bringing the VIP treatment to referrals.
Many larger agencies have advanced advertising and marketing initiatives, but most of the mid-sized and smaller agencies are doing little to market their business. As a marketing professional, it’s hard for me to understand why a business would elect to forego marketing, it’s the fuel that drives your business. And as we've noted previously about thinking like a million-dollar business owner, your marketing is an investment into yourself, your staff, and your agency because after all, how can you be successful without marketing or advertising?
Topics: referrals, tips, insurance marketing systems, marketing ideas for insurance brokers, insurance marketing agencies, insurance marketing ideas, insurance marketing organization, insurance marketing group, marketing, Increase close rate
I know... I know... even seeing the word "leads" makes many agents shutter. In just over 6 years of being in the industry, I have heard countless horror stories from agents on a lead program gone bad. I've heard lead companies buying each other out and then not having enough supply to support their staff. I've heard of auto-denying credits for bad calls. I've even heard of stories where companies have taken their clients money and then shut their doors, never to be heard from again.
Topics: tips, insurance marketing systems, quality insurance leads, marketing ideas for insurance brokers, insurance marketing agencies, insurance marketing ideas, insurance consultant, insurance marketing group, insurance specialist, insurance leads, insurance marketing, ROI, Increase close rate, Insider
Every year I try my best to make it to as many trade shows as I can so I can get in front of agency owners and producers to learn about their customer acquisition techniques. Last fall I was speaking with a rather well known agent who was discussing his customer acquisition costs. This is a guy who is very in-tune with digital marketing, and just marketing in general as he had worked for company doing SEO marketing before becoming an agent, and someone who is very numbers-oriented when it comes to his processes.
Topics: tips, insurance marketing systems, insurance marketing ideas, insurance consultant, insurance specialist, insurance marketing, ROI, Increase close rate, Insider, insurance agent, insurance broker, insurance marketing group
Selling insurance is different from selling everything else. Insurance is one of the most expensive things people buy and they can’t see it, touch it, or hold it. You’re selling ideas. You’re selling trust. You’re selling promises. But most importantly....
One of the biggest issues facing many long time agents is the mentality that being a local agent is their competitive advantage. We hear this most often from captive agents as that has been the rule of thumb for a long time. Is location the reason clients choose your agency over the competition?
As an insurance agent how do you know if you are providing your existing and new inbound calling customers the best service you can? Simple, ask. How am I doing, is an easy question to ask, but not always an easy question to get answered. A way to solve this problem is through a survey.
Gaining new business in an insurance agency is not an easy task these days. With so many to choose from, how do your customers know how to find you? This has been a topic among insurance agents over the past few years, many have found the use of insurance leads to gain new customers. However, are those leads as effective as they hope? With the internet now being the way to find information customers are more apt to go looking for insurance agents online. And with these searches agents are finding they can gain more business through inbound calls vs leads. We love to provide tips to agents, so today let’s look at a few ways insurance agents have moved to inbound calls and the advantages they have over insurance leads.
Topics: Increase close rate, Insider, ROI, insurance agent, insurance broker, insurance consultant, insurance leads, insurance market, insurance marketing, insurance marketing group, insurance marketing ideas, insurance marketing organization, insurance marketing systems, insurance specialist, marketing ideas for insurance brokers, insurance marketing agencies, quality insurance leads, marketing