FE Marketing Ideas

[axeman462]

I mostly work the Medicare crowd, but I want to expand my FE business this summer. My goal is to acquire one new FE client each week this summer.
I have buying internet leads from sites like 'All Web Leads' and 'InsureMe' but have found that, that was pretty much just a hole to throw money in.
I have also tried direct mailers throw Target Leads and Monumental. Both of those I have made a small profit (Target was about 100%, and monumental about 50%)

Any ideas on a more effective form of acquiring new FE clients?

 

[Rearden]

Call on your Medicare clients.

They already know and like you.

 

[rousemark]

I mostly work the Medicare crowd, but I want to expand my FE business this summer. My goal is to acquire one new FE client each week this summer.
I have buying internet leads from sites like 'All Web Leads' and 'InsureMe' but have found that, that was pretty much just a hole to throw money in.
I have also tried direct mailers throw Target Leads and Monumental. Both of those I have made a small profit (Target was about 100%, and monumental about 50%)

Any ideas on a more effective form of acquiring new FE clients?

Are you prospecting among your medicare clients? Cross selling them? Asking them for referrals?

 

[JimmyUt]

I will send out a letter to my medicare book a few times a year outside of AEP just to let them know I am available should any questions arise. In the meantime I always outline the other services I provide. This usually leads to some final expense, DVH sales, and always to lots of referrals during AEP.

 

[houcoogster]

I hear you on the direct mailers. If they produced a consistent ROI no agent would ever stop mailing and folks would be getting about 10 cards a week. It is just not sustainable long term. The mailhouse makes money the insurance company makes money and the agent is lucky to break even.

There are few exceptions.

 

[Rearden]

Wrong.

Much has to do with where you mail, and how good you are as a salesman.

 

[axeman462]

I will send out a letter to my medicare book a few times a year outside of AEP just to let them know I am available should any questions arise. In the meantime I always outline the other services I provide. This usually leads to some final expense, DVH sales, and always to lots of referrals during AEP.

I like the idea of the letter being sent out to my current book of business. I wrote up a letter asking for referrals. Would anyone mind reading it, and critiquing?

 

[rousemark]

I hear you on the direct mailers. If they produced a consistent ROI no agent would ever stop mailing and folks would be getting about 10 cards a week. It is just not sustainable long term. The mailhouse makes money the insurance company makes money and the agent is lucky to break even.

There are few exceptions.

The EFES folks would tend to disagree with you.. especially JDeasy. They have been doing it profitably for years.

 

[houcoogster]

Wrong.

Much has to do with where you mail, and how good you are as a salesman.

If you have 20 agents mailing in the same area what happens...the law of diminishing returns....I know plenty of very good salesmen that went on to do other sales due to the BS quality of leads.

 

[tins]

I like the idea of the letter being sent out to my current book of business. I wrote up a letter asking for referrals. Would anyone mind reading it, and critiquing?

I like it, although I would definitely take out the part about giving a gift card. Also, I'd ask for 3 referrals instead of 5-10.
All and all, good letter.