As an insurance agent, You are in the business of generating leads to grow your insurance agency.
I recently came across a pretty powerful business lesson from one of the greatest marketers of all time.
Dan Kennedy.
And if you take a minute to look him up online, you’ll see this guy’s the real deal.
Easily one of the most recognized (and not to mention, successful) names in all of marketing.
This “business lesson” I want to share with you today is in how we view our businesses.
And more specifically, how what we believe the business we’re in usually isn’t accurate.
Take McDonald’s as an example.
Most people would say that McDonald’s is in the hamburger business.
I mean, they make billions of dollars selling hamburgers so obviously, they’re in the hamburger business.
Right?
NOPE.
McDonald’s is actually in the Real Estate business.
‘Cause you can make the tastiest, cheapest hamburgers in the world.
Spend years perfecting your recipe.
Traveling the world for the perfect ingredients.
But if you got no traffic in your store.
And if nobody knows you exist.
It ain’t gonna matter.
The business is gonna fail.
Now for most modern-day businesses.
Whether that’s insurance, or coaching, or selling handmade products…
Most people (whether they ever realize it or not) are actually in the MARKETING business.
Because just like McDonald’s…
If there’s no eyeballs on your product.
No leads to follow up with.
Or no new people to coach or train.
Ya got nothin’.
And this is where I see a lot of agents struggle when they go independent, for example.
They think they’re gonna crush it ‘cause they’re great at selling policies.
But as an insurance agent…
You’re not actually in the insurance-selling business.
You’re in the business of generating leads for your referral partners.
Because without any leads… You’re not gonna be making sales.
Even if you’re the best salesman on the planet.
Insurance Leads is the name of the game in this business, not Insurance Sales
Without insurance leads you can’t write policies.
And without a good flow of leads…
The entire agency could crumble.
But the thing is, even WITH a good flow of insurance leads…
It’s still incredibly easy to waste ‘em.
How?
It all comes down to how impatient everyone is these days.
We want whatever it is we want…
And we want it NOW.
This is why Follow Up Campaigns are such a big aspect of Fully Covered.
And they should be a big part of your business of generating leads and how you run your insurance agency.
Regardless of whether or not you’re part of the program.
‘Cause check this out…
Leads are 21X More Likely to convert into an opportunity if you respond in 5 minutes or less.
This is just one study out of hundreds you can find online.
And others report that if you take 24 hours or longer to respond…
Your chances of converting that lead drop to basically zero.
Crazy, right?
So if you wanna make the most out of your insurance leads…
It is CRITICAL that you’re quick with the follow up.
Unfortunately, for many agents…
This means dropping everything they’re doing to make a call, or send a text.
Fortunately there are ways to automate this…
(*cough* Fully Covered *cough)
But even if you wanna be old-school and do it manually…
That’s still better than nothing.
‘Cause what’s the point of working hard with your insurance lead generation services…
If you’re just gonna waste the opportunity?
BTW, this goes for leads you send to Loan Officers too.
And this is why I say it’s important you don’t just pick ANY Loan Officer to work with.
Because if they don’t have the systems in place to follow up with these leads?
It’s just a waste of everyone’s time.
Your insurance lead generation services are nothing…
And they’re just gonna tell you that the insurance leads are garbage.
(Even though it’s on THEM why they’re not converting.)
So how do you bring referral partners onboard and have ‘em sending you tens of thousands worth of premiums monthly?
It all comes down to one simple strategy:
Generating high-quality, long form leads…
Sendin’ them over to referral partners…
Then let them refer those leads BACK to you for insurance when they’re ready.
Why?
Because when it comes to providing value to referral partners…
There’s nothing better than giving them the ONE thing they care about most:
New business for themselves.
Here’s a little glimpse of this strategy in action…
Back in May, one of our agents inside FC brought on referral partners #41 and #42.
(Imagine having 42 referral partners sending you ready-to-close insurance leads daily…)
However if I’m being 100% honest…
Bringing 40+ referral partners isn’t always as simple as A B C.
And one of the BIGGEST keys to your success in the insurance lead generation services…
Is how you set expectations with those LO’s.
‘Cause if you promise them something completely unrealistic like…
“100% of the leads I send you will close in 24 hours or less!”
Sure, you might convince that LO to join your program…
But as soon as just one lead doesn’t close?
The LO is probably gonna feel like you deceived them.
And this creates problems in the partnership that could’ve easily been avoided at the beginning by setting realistic expectations.
I think that makes sense.. Right?
Yes, we’re in the business of generating leads – insanely high quality, long form leads…
But at the same time, it’s not like we got a magic wand to generate the perfect Home Buyer lead every single time.
Anyways, this is exactly what we were helping this agent with…
Especially as he scaled from 20… to 30… to over 40 referral partners.
And now? Well, check out what he had to say…
So, hitting half his MONTHLY premium goal in only 3 DAYS!
Not too bad, eh?
(And you can bet with over 40 partners in his program, his monthly goal ain’t pocket change…)
PLUS he was able to get several referrals thrown his way in return instantly…
Thanks to the fact the first Home Buyer leads he sent over closed on loan applications the first try.
How’s that for providing value to referral partners!
Red-hot leads vs. donuts and coffee…
Which one would you take if you were a Loan Officer?
THAT’S what makes this system so powerful.
And that’s just a glimpse of how Fully Covered ‘works’…
‘Cause it’s a question we get asked all the time.
(Also, for all the agents who’re already inside the program… take this as a reminder to trust the process. Me and all the other coaches are here to help you get EXACTLY these kinds of results.)
Nato owns Guajardo Insurance Agency. He learned the lessons he needed to learn so that his agency avoided the traditional ups and downs of lead flow and sales. He created Fully Covered to do just that. A methodology and system that provides predictable and automated online leads to insurance agents that have a passion for helping people.
Today, Nato runs his business together with his wife, Angelica, without the stress of finding the next client or worrying about if there is enough money in the bank. Plus, he gets to protect clients with our Agency and protect his peers through education and systems that took years to figure out on his own.
