5 Ways to Get Astonishing Insurance Lead Generation Without the High Costs
Insurance lead generation can be expensive.
But it doesn’t have to be.
Lead generation is always one of the top priorities for independent agencies.
You can offer the best service in the world, but without leads, your agency won’t make it.
The challenge for many insurance agents is getting leads during the initial stages of operation when the budget is tight. Fortunately, you don’t need money to attract a ton of leads, you just need to have the right strategies and a solid execution.
There are many low-cost ways to generate leads through online marketing, from blogging to social media marketing.
You’ve most likely heard of those already and in some form are practicing.
Today, we’re going to focus on 5 specific tactics for astonishing insurance lead generation that you might not already be doing:
1) Create a Lead Magnet
Offering a lead magnet is one of the most powerful lead generation tactics you can use, and if you create it yourself, it requires very little money.
A lead magnet is something you offer for free in return for contact information from your prospects – usually an email address, but you can also get their phone number.
Common examples of lead magnets are eBooks, whitepapers, and free consultations.
Below is an example of an eBook lead magnet we use here on Agency Nation.
Since people are hesitant about giving out their email address to companies, offering a lead magnet gives them a compelling reason to opt-in to your email list.
Once you’ve generated the lead, you can then use email marketing (also low cost) to close the lead.
2) Publish on LinkedIn Pulse
LinkedIn is a powerful lead generation source for insurance agents.
There are many ways to network on LinkedIn, but something that’s often overlooked is publishing on LinkedIn Pulse – LinkedIn’s publishing platform.
This works for several reasons:
- You grow your brand on LinkedIn
- You start a conversation that makes networking easier
- The content stays on LinkedIn forever, meaning you invest your time once and potentially generate leads for years
Creating content on LinkedIn is the same as creating blog content for your own website, except you don’t own where the content is published (like would be the case on your website).
While this might sound like a negative thing, the lead generating power of LinkedIn makes it well worth it.
Be sure to give your posts on LinkedIn the same level of care that you would for your own website by coming up with attractive titles and using easy-to-read formatting – otherwise they’re less likely to get read.
3) Video Marketing
Video is the most engaging content format and video marketing is one of the most cost-effective lead generation tactics.
According to HubSpot, businesses using video enjoy 41% more web traffic from search than non-users and grow company revenue 49% faster year-over-year than organizations without video.
You don’t need a bunch of professional equipment to make a great YouTube video. You simply need to present yourself in a professional manner and provide valuable content.
YouTube is a huge search engine, so try to create videos that answer questions people have about insurance.
Facebook video has become a huge resource as well. Below is an example from our Agency Nation page. Short, punchy videos can receive heavy traction inside of Facebook.
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Posted by Agency Nation on Wednesday, September 28, 2016
4) Answer Questions on Quora
Quora is a question and answer website where users can ask questions about anything and experts can supply them with answers.
Insurance is one of those topics that people have endless questions about, providing many opportunities for you to connect with a future client.
When someone posts a question on Quora, other users can answer the question and the most useful answers are then voted to the top.
The way to win leads on Quora is to be genuinely helpful and not overly promotional about yourself.
However, you should let them know what you do in your answers to establish credibility for your answers and promote your agency in a non-spammy way.
Your profile on Quora also allows you to provide a link back to your website.
If you really want to make the most of lead generation from Quora, direct users to a landing page on your website where you have an opt-in form for a lead magnet.
Quora answers often dominate Google search results for common questions, so answering the common questions in the insurance industry is an easy way to get a lot of attention to your agency.
5) Reach Out on Twitter (Social Listening)
Twitter has lost some steam in the last few years, but it still remains the best social media outlet for real-time engagement.
All you have to do is run a quick search on Twitter to find hundreds of people talking about insurance right now.
This is known as social listening and it’s a powerful tool for lead generation.
Essentially, you look for opportunities to start a conversation with prospects by finding people who are posting questions or frustrations about their insurance needs.
You want to follow the same approach as with Quora by focusing on being helpful and not trying to promote yourself.
If they find you helpful or interesting they’ll click on your profile and see your agency information.
Since very few insurance agents actually do this, you can bet you’ll get their attention.
Whether you have an established agency or you’re just getting started, you don’t need to spend a lot of money to generate leads.
You simply need to focus your efforts on providing value in a scalable way.
Aside from directly engaging users on Twitter, the other tactics here are evergreen – meaning the content and Quora answers will stay online forever, continuing to attract more leads.
Rather than losing money on limited advertising campaigns, it’s often more cost-effective to focus on organic lead generation until you have a bigger budget for advertising.
Of course, once you’ve grown your agency and expanded your budget, you’ll be able to do both.
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