Building Sales Leads for A New Insurance Agency

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

Hi John,

I am just starting my new career path in the insurance world. I stumbled across your website when researching the job opportunity and have jotted down MANY of your marketing ideas/suggestions that I’m sure I’ll be using. I love the creativity. I know this may be a long shot, but I thought I would reach out to see if perhaps you have some prospecting advice you might be able to give to a newbie…

The agency that I will be selling for opens in February of 2013. Between now and then I’m going through training and have been asked by the Agent to work on a “hot list” of leads. For every 100 qualified leads that I can drum up between now and opening I get paid a nice bonus. Ideally, he wants these leads to be people who are agreeing to allow us to quote their insurance policies as part of our grand opening.

Would you happen to have any suggestions/ideas on the best way for me to round up people for this hot list? Any suggestions would be appreciated! And thanks for keeping up a great resource for people like me!

Erica C.

Hi Erica,

Congratulations on starting a new career and thanks for letting me share your question and my response for everyone to see.

I’ve worked with tons of new agents and I understand how they think. New agents want to put sales on the board ASAP and I can’t blame them – they often have numbers to hit within 90 days and sometimes make higher commissions at the beginning. I get it… but I think it’s to everyone’s benefit here if you consider approaching this differently.

How I Get Smarter Four Hours Every Week and You Can Too!

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

The average American spends 50.2 minutes commuting back and forth to work every day. (Source: U.S. Census)

If your commute is typical you’ll waste:

  • 4 hours, 11 minutes next week.
  • 18 hours, 8 minutes next month. 
  • 9 full days, 1 hour, 32 minutes next year!

There’s many things to do while driving (I see them all here in Miami).

Unfortunately, applying eyeshadow, listening to sports talk and chatting on your cell phone will not help you run a better business, sell more insurance, and build a better life for your family.

For the past several years, I’ve been maximizing my car time and my life by turning this wasted time into highly productive time…. How?

15 Social Media Tips to Boost Your Traditional Insurance Marketing

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

traditional-insurance-marketing-with-social-media“How can I generate leads from Facebook?”

You can’t.

At least that’s the answer I give to most of the agents that ask me that question on a daily basis.

Let me clarify: You can, but I think it’s the wrong approach.

Using social media to generate leads is like throwing a birthday party for your kid so you can give insurance quotes to the guests.

Sell Value Instead of Price: 14 Actionable Steps for Insurance Agents

Written by John F. Carroll on . Posted in Podcasts

Insurance Marketing with John Carroll - PodcastIn this episode of Insurance Marketing with John Carroll I discuss 14 actionable ways to adjust your sales conversations to sell value instead of price.

Click Here to Subscribe via iTunes

Listen to this episode to find out:

  • The simple question that forces prospects to explain to you (and to themselves) why they usually buy on value instead of price.
  • The question that forces prospects to think about the value of having good claims experiences.

Insurance Agency Customer Service Tips After a Catastrophe

Written by John F. Carroll on . Posted in Customer Service

3 days ago Hurricane Sandy, the most destructive storm to ever hit the Northeast Coast of the United States, made landfall.

As I write this 56 Americans have lost their lives, 6 million are without power, hundreds have lost their homes and I expect hundreds of thousands will be filing insurance claims.

Now is the moment of truth for thousands of insurance agents. It is an opportunity for agents and the carriers they sell for to deliver on the promise to rebuild, repair, and restore.

I thought it would be helpful to put together a few ideas to help agents get through this situation. It’s the least I can do.

9 Ways For Insurance Agents to Help Clients in a Catastrophe

1 – Broadcast an Automated Phone Message

There are many services out there that will allow you to record a message with your phone and blast it out to all the phone numbers on a spreadsheet that you upload.  Hopefully you have access to these phone numbers.

Using Google Alerts For Insurance Marketing – 11 Tips + Bonus Video

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

Google Alerts is a free service offered by Google that will email you anytime Google finds a new webpage that contains words that you specify. Since Google already knows about most existing webpages Google Alerts pretty much notifies you of NEW webpages.

Click here to jump down the page and watch a video I made on how to setup a Google Alert

As an example, I have a Google Alert that sends me an instant email when Google finds a new webpage that contains my business name: “InsuranceSplash”. This lets me know almost instantly whenever my business is mentioned anywhere online!

For a real-life demonstration of how cool this can be, check out this forum discussion on A few agents were talking about some articles I wrote and once I received notification I was able to make my own post thanking them for the recognition right away. Without Google Alerts I never would have known!

Google Alerts only takes a few minutes to set up and any insurance agent can use it to monitor and protect their online reputation,  find new sales opportunities, and boost traffic to their agency websites.

Here’s 11 ways Google Alerts can help your agency marketing:

#1 – Monitor Mentions of Your Agency Name

Get More Online Reviews for Your Insurance Agency

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

I’m tired of agents telling me they have no control over whether a customer goes online and writes a review of their business.  This is FALSE!

With a little creativity, its easy to get lots of customer reviews.  Here’s 10 foolproof ways to do it today.

#1 – Ask Your Customers For a Review At Every Positive Interaction.

Getting online reviews is a lot like making a sale: if you don’t ask for it, it ain’t gonna happen. This advice probably seems very simplistic but it’s not.  The important part is to actually set the goal to ask for a review from every customer during a positive experience and do it.