New Agent

[Bigboy]

Hello, my name is Bruce, and I sell life insurance in Seattle Washington.

 

[djs]

I have heard networking with real estate agents, auto body shops, etc. works well too.

Auto body shops? I would suggest the fire department, chase them to the scene of a fire, and write the homeowner as the house burns.... okay, that's my not so subtle way to say don't waste time with auto body shops, unless you want to write commercial! It's to late.

The key for you to be successful is to focus on what you need, policies, policies, policies. Don't get distracted with writing health, commercial, or whatever. Focus on what Farmers does, auto and home. (yeah, they do more, but this is where you cut your teeth in any P&C agency).

Find out what Farmers is strong in for your area. Will they write houses that other companies won't? Are your rates better in town than other companies? What zip codes are you most competitive in for auto? Spend some time running quotes with other companies compared to your company, find out how you stack up, this will help focus your marketing. It's not the same from one town to the next, much less from one company to the next.

Join networking groups, participate in little league events, find local events in your area that you can have a table at. Talk with people.

Mortgage brokers can be your best friend. Many will want a significant cut to send referrals your way. Walk away. Realize they make much more money than you do on any given deal, but you do need to show you appreciate the business (co-marketing plans are a wonderful idea).

If you don't mind working Fridays and Saturdays, talk to the small used car dealers in town about writing insurance for people buying cars. Find 2 or 3 very small used dealers to work with initially, find out what their concerns are, what they are looking for you to do (hint: they need the loans funded, they don't care what the insurance costs) and then start recruiting more dealers after you have this in a groove. Warning: For companies like Farmers, State Farm, Allstate, this may not be their core market business, but, it will get you policies. You can add in a lot of renters policies to get the rates down to a reasonable amount, since the auto coverage has to have comp/collision due to the financing.

Dan

 

[Agent Jeff]

I'd watch what you have been told. The Federal Do NOt Call supercedes State DNC unless the State DNC is more restrictive.

The Federal law covers only interstate calls I believe. Of course it is might be true that the person you call thinks he is protected by the law and becomes irritated and that is not good either.

 

[Agent Jeff]

Auto body shops? I would suggest the fire department, chase them to the scene of a fire, and write the homeowner as the house burns.... okay, that's my not so subtle way to say don't waste time with auto body shops, unless you want to write commercial! It's to late.

The key for you to be successful is to focus on what you need, policies, policies, policies. Don't get distracted with writing health, commercial, or whatever. Focus on what Farmers does, auto and home. (yeah, they do more, but this is where you cut your teeth in any P&C agency).

Find out what Farmers is strong in for your area. Will they write houses that other companies won't? Are your rates better in town than other companies? What zip codes are you most competitive in for auto? Spend some time running quotes with other companies compared to your company, find out how you stack up, this will help focus your marketing. It's not the same from one town to the next, much less from one company to the next.

Join networking groups, participate in little league events, find local events in your area that you can have a table at. Talk with people.

Mortgage brokers can be your best friend. Many will want a significant cut to send referrals your way. Walk away. Realize they make much more money than you do on any given deal, but you do need to show you appreciate the business (co-marketing plans are a wonderful idea).

If you don't mind working Fridays and Saturdays, talk to the small used car dealers in town about writing insurance for people buying cars. Find 2 or 3 very small used dealers to work with initially, find out what their concerns are, what they are looking for you to do (hint: they need the loans funded, they don't care what the insurance costs) and then start recruiting more dealers after you have this in a groove. Warning: For companies like Farmers, State Farm, Allstate, this may not be their core market business, but, it will get you policies. You can add in a lot of renters policies to get the rates down to a reasonable amount, since the auto coverage has to have comp/collision due to the financing.

Dan

I always get excited when I see a new post by Dan when he discusses marketing.

I have a couple of questions, though. First, how do you go about working little league baseball? (Does that entail becoming a team coach or umpire for the league etc.?)

Second, what can you do at a community event table for insurance to really draw some activity? I have seen tables before at farmers' markets for banks that just basically laid out a bunch of brochures but created no interest.

 

[briankoe]

Its funny your "managers" are getting a cut on your production and offer nothing in the way of marketing. Typical insurance business.

Bottom line - it takes money to make money, any business I don't care what you do - that being said hit your "managers" up for some FREE LEADS and tell them to INVEST IN YOU.

Seems to me like they are not coughing up any dough.

Good luck.

They are going to put me through a marketing training, and I believe they do provide some leads. They want me to get my series 6 & 63 licenses before I start focusing on the marketing aspect. Technically, they really didn't want me writing until I had all my tests done, but I am a little too eager. I was just kind of curious and wanted to hear from some experienced agents on what has and has not worked for them.

 

[briankoe]

Auto body shops? I would suggest the fire department, chase them to the scene of a fire, and write the homeowner as the house burns.... okay, that's my not so subtle way to say don't waste time with auto body shops, unless you want to write commercial! It's to late.

The key for you to be successful is to focus on what you need, policies, policies, policies. Don't get distracted with writing health, commercial, or whatever. Focus on what Farmers does, auto and home. (yeah, they do more, but this is where you cut your teeth in any P&C agency).

Find out what Farmers is strong in for your area. Will they write houses that other companies won't? Are your rates better in town than other companies? What zip codes are you most competitive in for auto? Spend some time running quotes with other companies compared to your company, find out how you stack up, this will help focus your marketing. It's not the same from one town to the next, much less from one company to the next.

Join networking groups, participate in little league events, find local events in your area that you can have a table at. Talk with people.

Mortgage brokers can be your best friend. Many will want a significant cut to send referrals your way. Walk away. Realize they make much more money than you do on any given deal, but you do need to show you appreciate the business (co-marketing plans are a wonderful idea).

If you don't mind working Fridays and Saturdays, talk to the small used car dealers in town about writing insurance for people buying cars. Find 2 or 3 very small used dealers to work with initially, find out what their concerns are, what they are looking for you to do (hint: they need the loans funded, they don't care what the insurance costs) and then start recruiting more dealers after you have this in a groove. Warning: For companies like Farmers, State Farm, Allstate, this may not be their core market business, but, it will get you policies. You can add in a lot of renters policies to get the rates down to a reasonable amount, since the auto coverage has to have comp/collision due to the financing.

Dan

Seems like some great ideas. Thanks for advice Dan. Yeah with the Farmers affinity groups, those certain demographics, such as fireman, police officers, teachers, etc. get a 5% discount, so I definitely want to find ways to market to those certain groups.

 

[senior-advisor-indiana]

The Federal law covers only interstate calls I believe. Of course it is might be true that the person you call thinks he is protected by the law and becomes irritated and that is not good either.

I was told the same thing so I researched it. I could not find it anywhere were it said the FDNC(federal do not call) was for interstate. Indiana DNC gives insurance agents an exception to the rule. It would be nice if we did not have to go by the federal DNC. If they are on the FDNC then they are protected by the FDNC.

The guy that told me we didn't have to go by the FDNC is not very trustworthy.

 

[Agent Jeff]

I was told the same thing so I researched it. I could not find it anywhere were it said the FDNC(federal do not call) was for interstate. Indiana DNC gives insurance agents an exception to the rule. It would be nice if we did not have to go by the federal DNC. If they are on the FDNC then they are protected by the FDNC.

The guy that told me we didn't have to go by the FDNC is not very trustworthy.

Gosh, you're right. It appears you can still be in compliance with the state-specific law and be reported to the FCC on this one. It's puzzling. It's like the medical marijuana laws.

 

[senior-advisor-indiana]

Thats what I found too.

 

[djs]

I always get excited when I see a new post by Dan when he discusses marketing.

I have a couple of questions, though. First, how do you go about working little league baseball? (Does that entail becoming a team coach or umpire for the league etc.?)

Second, what can you do at a community event table for insurance to really draw some activity? I have seen tables before at farmers' markets for banks that just basically laid out a bunch of brochures but created no interest.

Well shucks, I should blush....

Talk to the board of the leagues. Some ideas would be:
- Provide popcorn for opening day. Man the booth that gives it out.
- Setup a bouncy house at one of their events. Be the guy (in your insurance shirt) that watches over it.
- Raffle something off. Give the raffle proceeds to the league.
- Have someone do face painting at opening day.
- Sponsor a team
etc...

Most of these types of ideas work well with community events as well. Face painting is a good one, at the local arts and wine festivals (if you can get in). While the kids are occupied, you have a great chance to talk to the parents. Don't sell, just chat. Have them fill out a card for a raffle, that asks if they want to talk about auto / home / life insurance.

These types of events are about exposure, not hard selling.

Don't bother setting up a table full of brochures and nothing to attract a line.

Dan