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November 11, 2019 at 01:40 AM
Are you having pipeline problems?
Do you need some additional ideas to get prospects that aren’t being used by every other insurance agent in town?
Here are three ideas:
1: The Co-Branded Seminar
The biggest problem with public seminars is filling the room. On the other hand, you have a big base of current clients who like you. Now, find someone else with the same problem.
Here’s the strategy: You find another person in a non-competing business with a similar client base. You work together to organize a seminar (event) that you co-brand. They invite their clients. You invite yours. You each speak. You split the cost.
(Related: 3 Off-the-Wall Ideas to Get High-Net-Worth Prospects)
This has been done where a financial advisor joins forces with a luxury car dealer. Home improvement superstores likely have large client bases. Jewelry stores and insurance agents likely have similar client bases, they just have different faces.
Their clients are now your prospects and vice versa. You each follow up with those expressing an interest in learning more.
Is this right for me? Are you good at public speaking? Are you willing to cover half the expenses? Do you have upscale stores nearby? Would they host at their location? Will you take follow up seriously?
2: The Fun Seminar
Do seminars always need to be about serious stuff? Will I outlive my retirement savings? What if I need long-term care? No wonder younger, healthy people don’t come! Try organizing a fun event.
A Pennsylvania financial advisor held a client recognition brunch. She had a flipchart with topics at the front of the room. These included “Wine Tasting” “How to Buy Jewelry” and “Real Estate Trends in Bucks County.” Clients were asked to put a check mark at topics they liked.
Bryce Sanders is president of 