How to Generate Free Health Insurance Leads for Agents
Exchange business cards to generate leads.
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Generating health insurance leads is no different than generating any other kind of business lead. The key is simple: Put yourself in contact with people. Meeting new people and asking for their contact information can become a fun and natural part of your lifestyle if you develop a genuine interest in people. Otherwise, it will become tedious for you and for your potential clients. Develop a natural contacting approach, and a consistent flow of quality leads will follow.
1. Develop listening skills. Nothing is more frustrating than talking to someone who does not listen. Develop the ability to ask questions. By asking simple but personalized questions about family, interests and occupation, you will develop trust and secure valuable information that can make health insurance sales easier and more profitable. Knowing, for example, that Mr. X’s hobby is skydiving will greatly affect the product line you offer.
2. Buy business cards. One of the least expensive and most effective contacting tools is a good business card. Keep them uncluttered, with easily readable contact information, and pass them out to everyone. Exchanging business cards at the end of a conversation is a natural way to close a meeting and to express your desire to meet your prospect later. If your prospect does not have their own card, give them two of yours and ask them to write their name and contact information on the back of one for you to keep. Always carry a working pen for this purpose.
3. Join clubs and civic organizations. People do business with people they like. Being a continual presence in community life will give you repeat opportunities to offer your services. Joining service clubs or civic organizations is one of the best ways to do so. Active participation in a service club shows the community that you and your business are an intimate part of it and puts you in touch with business leaders who need, want and will buy your products. Coaching ball or volunteering for a local clean-up project will also make you visible and put you in contact with community leaders. It may also generate free publicity through local newspaper coverage of civic events.
4. Be visible. Shopping locally and frequenting restaurants, coffee shops and other local hangouts will bring you in contact with many people. Most communities have pockets of gathering where community leaders meet on a daily basis. Find them and use them to get to know people. Social visibility is essential to good lead generation.
5. Ask for referrals and follow up. Every person you know knows people you don’t, and so do your customers. Always ask for referrals. Write them down and ask for permission to use the referring party’s name. You might even ask them to call their friend and introduce. Then follow up. A lead referral does you no good unless you use it.