40. The auto-referral system
Create a never-ending referral stream of qualified prospects by cultivating relationships with other allied professionals such as financial planners, CPAs, attorneys and others.
This also helps long-term by providing the opportunity to create strategic alliances.— David A. Saltzman, RHU, DIA, is principal of The Saltzman Group and has a weekly podcast which you can listen to here 39. Use Facebook to generate leads
This year, I’m generating leads from Facebook. How? I’ve created a group targeting a very specific audience – as an example think “people who have multiple sclerosis” – that is not the niche I chose, but just an example.
Since Facebook has so much data on its users, I can access that data as an advertiser. I created a niche website targeting that audience as well.
Instead of just advertising to that audience on Facebook that they can get a quote for life insurance, I’m advertising a free download on top five mistakes people in this niche are making when shopping for life insurance. They opt-in with their email to get the video and become leads. I then have them in my Facebook group and on my email list where I can share content and market to them regularly. This strategy is working to generate new clients regularly.— Liran Hirschkorn, Founder, BestLifeQuote.com and independent agent.
38. From traditional marketing to social media
Here are a few tips for generating leads which have worked for me:
1) Go “basic”: Send out flyers locally, put up signs where allowed, and put a bumper sticker on your car with your phone number.
2) E-mail: Even if a consumer didn’t buy the first time, keep them up to date with an e-mail newsletter; they may just come back again.
3) Build relationships: Seek out insurance agents who don’t sell the kind you do, and form an alliance to trade referrals.
4) Give value: Whether it’s on your website, brochure, or initial meeting, give your prospects value first. Talk about the benefits of what you have to offer.
5) Video: Create informative videos and publish them on YouTube. This helps your brand, your trust, and you’re still offering value first.
6) Social media: Just form relationships and interact. Stay in the conversation, and people will find you because they see you helping others.
7) Newsletters: Find an established newsletter which you can contribute to. Just make sure you receive credit and are allowed to give your contact information.
8) Speak: Find groups you can help, and offer to speak or give a seminar where you can offer value through interaction.
9) Write: Take up writing a blog for your website, and go into depth about life insurance, not just offer it for sale.
10) Visuals: Create images, infographics and other visual media to capture the attention of your audience, and use it to inform them. — Jason Fisher, independent agent, owner of BestLifeRates.org, and co-founder of Waterway Financial Group, LLC 37. Form Partnerships
Buying leads, generating leads and referral marketing should all be part of your online business acquisition strategy, but there is one more area of focus: partnerships. Like calling clients daily, agents should be calling other agents daily to form affiliate partnerships to drive their business.
These partners can be health insurance agents, P&C agents, financial advisors, etc. These are professionals that have similar clients that they often don’t offer life insurance to…until you come in the picture.
You call these professionals to form a partnership to do joint work. They refer you a client and you split the commission 50/50. Be mindful of what you are pitching to their clients. An example would be not pitching IUL as a LIRP when you are talking to financial advisors’ clients.
Partnerships are a great way to diversify your practice so you are not 100 percent reliant on any one source of revenue.— Nic West, Director of Business Development, SellTermLife.com 36. Niche down in your content marketing