How to Work Insurance Leads: 15 Deadly Sins to Avoid

Written by John F. Carroll on . Posted in Lead Generation, Sales

insurance-lead-mistakesI’m not a huge fan of internet insurance leads.

They’re expensive, they’re frustrating.

They degrade agents by turning insurance into a commodity.

The renewal rate on sales is lower than other marketing channels.

And of course, the leads are constantly denying that they ever signed up for anything.

(Sure you didn’t…)

But…

Where else can you get the contact information of a complete stranger who is actively shopping for insurance and might buy it from you today?

28 Ways to Get More Insurance Agency Facebook Fans & Followers

Written by John F. Carroll on . Posted in Agency Management, Lead Generation, Sales, Social Media

insurance-agency-facebook-likes“John – How can I get more Facebook likes?”

I get this question every day so I’m willing to bet you’ve probably asked it yourself.

Am I right?

I usually answer by explaining how it’s not the number of fans but the engagement of fans that really matters.

That’s still true, but you know what?

When you have a lot of Facebook followers:

  • People think you’re more popular.
  • People think you’re more established.
  • New people are more likely to follow you.
  • Prospects are more likely to trust and buy from you.
  • You’ll have a lot more “friends of followers” to advertise to.
  • And let’s face it – It feels good to have more likes than the agent across town, right?

31 Video Marketing Strategies and Ideas for Insurance Agents

Written by John F. Carroll on . Posted in Customer Service, Email, Lead Generation, Sales, SEO, Social Media, Technology

video-marketing-tips-insuranceVideo marketing is a huge opportunity for every insurance agent to be more successful?

Why?

Video Marketing is Efficient.

According yo the W88 blog, you can record one perfect message for clients and prospects to be delivered 1000s of times, 24 hours a day, 365 days a year.

Video Marketing is Consistent

Can every producer in your agency explain the benefits of buying from you in the exact same perfect way? Are they all equally effective? I doubt it.

A video can be.

Video Marketing is Cheap

You don’t need a production crew to create great content.

Local SEO For Insurance Agents: Read This First!

Written by John F. Carroll on . Posted in Lead Generation, SEO, Technology

Forget everything you think you know about SEO.

It’s probably not helping.

SEO is complicated. The rules change daily. It’s highly technical. And there’s so much information out there it’s hard to tell what really works.

The biggest mistake I see agents making is that they hear a few random tips about a specific part of local SEO and think they “get it”.

They don’t.

The Insurance Agency Facebook Marketing Strategy That Works

Written by John F. Carroll on . Posted in Lead Generation, Social Media, Technology

insurance-agency-facebook-marketing-strategyA lot of insurance agents are frustrated with Facebook.

They ask me things like:

  • “What can I post about insurance that’s interesting?”
  • “Where will I find the time to do all this?”
  • “How is this going to get me more quotes?”

These are all valid concerns and to be 100% honest with you, I think a lot of insurance agents will never crack that code.

18 Ways to Sell Insurance on Social Media Under the Radar

Written by John F. Carroll on . Posted in Lead Generation, Sales, Social Media

selling-insurance-on-facebookHave you heard about the “magic ratio” for business Facebook pages?

The social media “gurus” love to talk about it.

They say your Facebook posts should be 80% interesting content and 20% sales stuff.

Or was it 90-10? Maybe 75-25?

I forget.

Anyways, I don’t buy into it because I think it sends the wrong message.

Especially to insurance agents!

21 Ways to Use Signs In Your Agency to Sell More Insurance

Written by John F. Carroll on . Posted in Agency Management, Customer Service, Humor, Lead Generation, Sales

in-agency-signage-insuranceI’d like to introduce you to one of the most effective, affordable, and versatile tools in your insurance agency marketing arsenal:

The clear plastic sign.

(It’s also one of the most overlooked tools)

Clear plastic signs can convert any old piece of paper into a marketing message that automatically speaks to everyone who walks in your door!

You can get them online for under 10 bucks or maybe even cheaper over at your office supply store. To save further still, you can get mesh banners – which are a little flimsier, but still much better than no advertising at all!

I know most agencies already have these signs, but how much thought have you put into them?

Insurance Agency Customer Service – 22 Little Things That Are Huge!

Written by John F. Carroll on . Posted in Agency Management, Customer Service, Lead Generation, Sales

A lot of agents think sales and customer service are two separate aspects of running an insurance agency.

I don’t – I think great customer service is a sales strategy.

If your entire book of business is thrilled to do business with you, loves interacting with your agency and feels appreciated as a customer you won’t need to prospect – you’d have a sales force of customers doing it for you!

The difference between giving an amazing customer experience and a horrible one is usually  just a few little things here and there that aren’t too hard if you establish processes in your agency to follow through with them.

Here are 22 little things you can do to improve your insurance agency’s customer service.  (I saved the most important one for last.)

33 Ideas to Dominate Local Insurance Agency Marketing

Written by John F. Carroll on . Posted in Agency Management, Lead Generation, Sales, Social Media

local-insurance-marketingBillion-dollar companies want to steal all your customers.

You know who they are.

And they’re setup to do it with:

  • better technology
  • better call centers
  • better websites
  • better branding
  • better search rankings
  • and WAY, WAY, WAY more money!

They’re better equipped than you in almost every way… except one.

Get Every Client’s Neighbor To Ask You For an Insurance Quote

Written by John F. Carroll on . Posted in Customer Service, Lead Generation, Sales

Want a secret to getting referrals from every homeowner client?

Actually, it could probably work for a any insurance line but this technique works best with property coverage so let’s start there.

It’s easy, effective, and if you execute correctly all your clients’ neighbors will be begging you for a quote.

It works great during new business since it ties in well with your information gathering but you can tweak it to work on existing clients too.

For simplicity, let’s pretend you’re at new business…

Step 1 – Ask The Setup Question

In the early stages of information gathering for a homeowner’s quote ask the client this question: