How To Get More Home and Auto Insurance Leads Without Having To Make Another Phone Call…

I don’t know how you are currently generating insurance leads, but most agents “say” they get leads through referrals or by painfully picking up the phone and cold calling. If you are anything like me you are looking for a better way…an easier way to generate insurance leads and close them at a high level.

As an agent, I spent years hammering the phones trying to “beg” people to meet with me or let me give them a quote and, of course, I always told them I could find the best rate. If you have ever been in that position, it is horrible. My good friend, Michael Westen, who is also an insurance agent once told me if you are positioned incorrectly in the customer’s eyes , you are not better than the door-to-door salesman…who is just above pond scum in most of your clients eyes.

Selling insurance can be and is for many a very lucrative business. Then when we build a book of business, we enjoy the income that comes from renewal business. The key is learning how to grow that business quickly and not struggle for years trying to build an income we are happy with

However, this comes back to the issue at hand: How do I generate a constant flow of insurance leads that are quality buyers at reasonable cost. Free is a great word. Any leads that come without any additional cost are great, preferably from a referral. But are you really asking for referrals after every sell? Some agents do, however most of us are lazy and don’t do it. Which is why it is important to have a lead generation system. A system that operates smoothy and once you get it up and running will work on autopilot. If implemented correctly, it will position you in the right manner and gets your prospect to call you.

Have you’ve ever been on the end receiving end of a phone call with dozens of prospects calling you? It is a much different position. You have the power. It changes your life. It makes the business fun again. It is SO MUCH FUN!

It really comes down to the proper positioning. For example, in Dr Robert Cialdini’s book “Influence: The Psychology of Persuasion”, he clearly defines how to properly position yourself correctly in the eyes of your prospects and clients. The results in his books are from years of study into the reasons that people comply with requests in business and other settings.

The six principles of persuasion are simple to understand, however most don’t implement them correctly, which again leads me to suggest you need to have a system in place the incorporates the follow six principles of persuasion:

1. Reciprocity
2. Authority
3. Consistency/ Commitment
4. Scarcity
5. Contrast
6. Likability

When implemented correctly, these six principles will help you generate more leads than ever thought possible. Now I am going to mention a scary word: Marketing. Most agents don’t want to market their business because most marketing does not work. However, if you implement the 6 principles of persuasion in any marketing you do, instantly you position yourself correctly and become the expert in your field.

When you become the certified expert, people will naturally seek you out. Think about it this way, people want to do business with the expert at the top of the hill, with a long line to get to him. Everybody wants to go to the restaurant where the parking lot is full because those people must know something.

How do you become a certified expert? First and foremost you simply proclaim yourself the expert. But it entails more than that. You should write good articles and putt them on a website that your clients and prospects and read. You need to start targeting directly the niche of business and positioning yourself properly to them. It also helps to develop a strong Exclusive Positioning Statement (ESP) that differentiates you over your competition–More than just saying you can save them money. Every insurance agent can say that.

The quickest way to differentiate yourself is to become a consumer advocate. If you provide good information to your target market, then they will start to esteem you as the expert and you automatically become different. You can do this on your website, in your monthly newsletter, or in trade magazines.

You can also look at other industries and see what they do and see if you can apply it to your business. Dominos Pizza had a great differentiation statement: Fresh hot pizza in 30 minutes or it’s free. You can guarantee “quotes in 30 minutes or I will give you $50.” Now that will make you different. You will grab people’s attention and have them call you. We’ll give you more ideas on how to make your marketing work here on this site.

As this community grows, we will provide you with more content on how to position yourself correctly so you can get a constant stream of insurance leads!