Generating High Quality Insurance Leads in the Real World

New technologies make life easier and more exciting. When it comes to business, we are constantly searching for the latest and greatest to make sure that we stay ahead of our competition. Ironically, when we become consumed by this fear of falling behind, we forget about the most tried and true traditions that established our industry in the first place.

Now let's take a look at lead generation in the insurance industry.

Anyone who sells insurance knows that if you cannot high quality leads, then generating sales is going to be close to impossible. The internet has done wonders for us as insurance agents looking to generate new high quality leads; however we should not let ourselves get so distracted that we forget about generating leads out in the real world.

In order to generate an endless stream of high quality insurance leads and have buyers hunting you down (instead of the other way around) you need to combine technology with tradition.

So how do you go about doing this?

* First off, you want to make sure that you have a fully functioning website. Make sure it is designed and crafted by a professional who is an expert in SEO (Search Engine Optimization).

Keep your website clean, simple, and easy to navigate. If it takes too long for potential customers to find the information that they need then they will go to someone else's website and buy from them instead.

Also keep the imagery on your website light in order to prevent people from waiting when they try to open it.

Find a reliable lead generator online, sign up and follow through with the instructions.

* Secondly (this is the part that most of us forget), you want to go out into the real world and start making connections.

When I say connections, I mean REAL connections. Don't treat everybody you meet like a lead. Make friends and serve your community. Go to church and get to know the people in your neighborhood. Go to your kid's baseball games and get to know the rest of the parents. Join a local bowling team and socialize with all the other teams in the league. The possibilities are endless.

Make friends with these people and treat them well. Do favors for them without expecting anything in return. Listen to them talk and take a genuine interest in their lives. See what you can do to help.

Sooner or later everyone is going to ask what you do for a living and you can tell them. "I sell insurance, yeah, if you ever need anything just let me know and I will hook you up, we've got some amazing deals going on right now". Then you drop the subject and ask them a question about themselves in order to turn the focus back onto them. Wait until next time to give them your business card.

It won't be long until everyone your community knows exactly who to go to when they need insurance. These people will be your most loyal customers and they will generate the HIGHEST quality insurance leads for you when they recommend you to all their friends and family members.

You will not only make a lot more money, but you will also feel good knowing that you are a valuable member of your community.

Jack Brinker has a passion for insurance and has been involved with helping agents generate insurance leads for themselves for over 10 years.

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Using Psychology to Help You Make an Insurance Sale

There are many techniques you can use to help you make a sale. But if you want to be a successful agent, knowing some things about human psychology will be a great way to increase your sales and even connect with people. Deciding to buy something is, in large part, psychological so if you know how to appeal to the psychological nature of someone, you have a better chance of making that sale. Here are three ways you can try to make that happen. 

1. People Justify a Decision to Purchase Something with Facts - If you have ever gone to the car lot and fallen in love with an expensive ports car, you know what it' like to have an emotional connection with an expensive item. But emotions aren't enough to justify making a large purchase like that. That's why you immediately start reading the facts posted on the car's window - the gas mileage, how it retains its resale value, the low maintenance costs, etc. If you can justify the purchase based on the facts, you are more likely to buy the item you want. The same is true with insurance. If you can present the facts to a potential client in such a way that it shows how your product will benefit them, making the sale will come much easier and even more often.
2. People are Basically Self-Centered - This isn't to say that people are selfish all the time, but being self-centered is very common. As a result, when you are in the process of selling your insurance products and services, it is important to put an emphasis on how they will benefit personally from the purchase. If you're selling life insurance, the buyer will have no direct benefit but you can emphasize the peace of mind they will feel by knowing their family is protected if something ever happens to them. Other insurance products - medical insurance, long-term care insurance and others - are more readily identifiable as having a personal benefit so those are often easier for making a sale.
3. People are Typically Suspicious - With all of the scams and other ways to get ripped off, people are more protective of their money than ever. That's why this may be the most difficult psychological obstacle to overcome. But it's not impossible. The most important thing to remember is to back up all of your claims with as much evidence as possible. Customer testimonials is one way to do this, but showing survey results, scientific data and any other convincing evidence you can find will help you show your customers that you and your products are genuine to alleviate some of their worries.

Being an accomplished sales agent requires knowing some information about the human psyche and how people make their decisions. These three insights into the psychology of the thinking processes when making an important purchasing decision will help turn those potential customers into actual clients.

If you are interested in a agent support system that provides all the tools, support, and resources you will need to either become successful in insurance sales and/or build your own agency visit the links or call             1-800-359-0980       (ask for Dan or Scott) to help you decide whats best for you!

Thank you and make it a great career,

Daniel B. Hagy
President

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