Does Social Media Really Work For Agents and Advisors?

 

The jury is still out whether or not an agent and advisor can use social media, like Facebook and Twitter, to generate leads and make money.

For some it may work. For others, it won’t.

It really depends *on* you … and who your customer is.

If you are targeting the boomer market, then online may
not be the most viable way to generate leads.

Sure, more seniors are getting online … but most aren’t.

If you are targeting middle American families, then Facebook
and Twitter probably would be a good choice for you.

If you are targeting businesses who are online, then social media
would me a must for you.

Don’t Make the Common Mistake I Did

I made the mistake a year ago trying to send a message to retailers.
First, most retailers are 45 or older, so fewer are online. And they spend
the majority of their time on the retail sales floor.

I understand you may not be targeting retailers, but the example is applicable to everyone.

The 2nd part of the equation is YOU.

Do you enjoy being online? Do you enjoy learning new technologies? Do you enjoy getting involved in a community. If so, then social media may be right up your alley.

You see, I imagine no one really has talked you in these terms. For me … I love the Internet and I enjoy being involved in a community so social media has been good for me and for business.

The Most Important Part of Social Media

Another thing you want to think about is *how* you will build a list. Many just say, get profile, upload pictures, friend a whole bunch of people, and then you will start getting leads.

This strategy is very similar to the shotgun approach in marketing. If you just spray your message out there to everyone, then it’s not as effective.

Smart direct direct response marketers will laser target their message to a niche or specific group of people. When you talk their talk and walk their walk, they will respond much better.

Twitter and Facebook are great tools to generate a list of raving fans. They tend to be more responsive. Twitter and Facebook also have a ton of tools to make the process easier. For example you can use TweetDeck to see all the tweets coming in.

In fact, you can select only those people you want to see tweets from. You can also link your Facebook and Twitter account, so when you tweet it will also update your Facebook account automatically.

Now back to the *how*. I would suggest building a list of people who are your ideal clients. Yes, the growth may be slower, but you will have the right people listening to your message.

How Do You Find The Right Group of People?

Well I would friend current clients, see who their friends are, and friend them. Generally your best clients are friends with others who would be your ideal clients.

if you are just starting out, find a group of people and join. Start to post good and interesting content. Then as you get to know people in the group, as them to be your friend.

Once you can get to a few hundred friends on Facebook and over 1000 quality followers on Twitter, you are starting the process of creating a good lead and revenue stream…

So yes, you can use social media to generate leads and make money … if you build your list the smart way … instead of just using the shotgun approach to social media.

I would love to hear from you. Are you using social media? What do you find working or not working? Post a comment below and let me know!

Ethan Kap … One of the Insurance Mavericks

Tags: how to sell insurance, Insurance Marketing, insurance marketing tips, insurance sales ideas, insurance sales tips, marketing for insurance