40. Seek COIs as clients.
Leads vs. referrals? There is a big difference between the two. Only clients can refer you. If you want referrals from centers of influence, the COI must be a client. Provide COIs with information they can use to help their clients and themselves. This encompasses both technical and marketing information, including their business development, business succession, retirement planning, and estate planning.
— Herb Daroff, CFP, estate and business planning specialist, Baystate Financial Planning LLC
39. Enhance IRAs.
Here’s an idea to use with CPAs and financial advisors who have affluent clients that need to make Required Minimum Distributions from their Qualified plans, but have no need for the income, and are looking for tax leveraged wealth transfer. In today’s tax environment, an IRA can be one of the worst assets to pass to your heirs because it can be subject to both income tax and estate taxes, which can greatly erode the benefit for your heirs. Giving an IRA to charity at your death is a way to avoid the double taxation of the asset at death, but this option disinherits your heirs. However, purchasing life insurance in an Irrevocable Life Insurance Trust (ILIT) for the benefit of your children using IRA withdrawals, while having the balance of your IRA go to charity at your death, is a way to create a legacy for both parties without the IRS getting an “inheritance” as well.
— Marty Dooley, Managing Principal, Highland Capital Brokerage
38. Create a strong call to action.
There are many lead generation techniques available today, from SEO to social, from landing pages to email. All of the approaches have pros and cons and need to be evaluated by the business in relation to the audience to which they market.
Regardless of the technique, one common thread can significantly increase the response rate of a campaign: a strong call to action. Customers are bombarded with marketing messages, so marketers are competing for the “eyes” of their customers to stop and take notice of their message. A strong call to action gets the eyes of the customer. Whether the call to action is a special offer or the ability to download an e-book, it has been proven over the years to be a central theme to great lead generation. Providing value to the customer through good content, supported by a strong call to action will increase the results of every lead generation campaign.
— John McGee, chief executive officer, OptiFiNow
37. Showcase your blog.
By now, most industry professionals have jumped on the blogging bandwagon. But if a tree falls in a forest, and no one is around to hear it, does it make a sound? Or in other words, if you’re only posting your blog on your website, is it getting much (if any) traffic? Post your blog where consumers will find it, like on Twitter, LinkedIn, Google+ and Facebook. And don’t forget to check out blog-sharing sites like StumbleUpon and Reddit.
— Kelly Moser, social media strategist, Disability Insurance Services
36. Make news, get leads.
Tapping into free online press release distribution services is a simple way to create traffic to your website that over time can convert to leads. There is no cost to set up an account on PR.com and free distribution options. Many general agencies and trade associations offer fill-in-the-blanks press releases that you can customize and use to be posting in under 10 minutes.
—Jesse Slome, director, American Association for Long-Term Care Insurance
35. Talk to prospects and clients.
One of the best ways for an insurance agent to generate new leads, especially when new to the industry, is to simply ask for them from prospects and clients. You should ask during your sales presentation, throughout the servicing stages of an insurance policy, such as during policy delivery and annual review, and whenever you are following up with a client. Then, take this approach and extend it to social media networks such as Facebook, Google+ and Twitter. Gaining the trust of your clients through continuously exceptional service is a surefire way to generate leads.
— Nicholas Basiaga, managing partner, National Online Insurance School