Are you ready to maximize your earnings as an insurance agent, mortgage broker, or loan officer?
If I said you could easily be selling an extra 90 P&C deals every month…
– Even if you’re not a veteran agent
– Without ramping up your credit card bill with EverQuote
– And without making a single cold call
…would you be interested?
If so, keep reading…
Perhaps you’ve only been relying on traditional methods of generating leads: referrals and cold-calling potential clients.
But what if there was a better way to get quality leads while still saving time and money?
Enter exclusive home insurance leads!
If properly utilized, these types of leads can open the door for greater success in your insurance business – unlocking their full potential can lead to more sales and higher commissions for you.
In this blog post we will explore why home insurance leads are worth considering for agents who want to boost their earnings, and how to keep lead volume flowing even with the slow down of the housing market.
What Are They and Why Are They Called “Exclusive”?
Exclusive home insurance leads are an important asset for any insurance agent or broker who wants to increase their client base. They provide agents and brokers with a unique opportunity to make contact with potential customers who may not have been reached using other methods.
They are generated through online surveys, direct mail campaigns, cold calling, and various other methods.
Exclusive vs Shared Leads
They are called “exclusive leads” because they come directly from the source—the person looking for insurance coverage on their home.
Benefits of Exclusive Home Insurance Leads
At the most basic level, home insurance leads provide agents with direct access to potential customers who have expressed a desire to purchase insurance coverage and are looking for home insurance agents. As such, they have the highest conversion rates.
This direct connection drastically reduces the time and cost associated with finding new clients and ensures that agents only devote resources to those prospects that are genuinely interested in procuring coverage.
By taking advantage of this resource, agents and brokers can increase their sales success rate while also gaining valuable market insights that will help inform future marketing strategies aimed at drawing in even more potential clients.
Why Home Insurance Leads?
Making this pivot was responsible for some of the biggest growth I saw in my agency when I first went independent.
So even if selling Auto policies is your bread and butter right now (like it used to be for me…)
I highly recommend you don’t waste your time trying to generate Auto Insurance leads on Facebook.
Instead, you should focus entirely on generating quality home insurance prospects.
Because, when you capture a high-intent lead who’s ready to buy Home Insurance…
What homeowner doesn’t also have a car?
In fact, since roughly 60% of homeowners are married…
Most homeowners have at least 2 cars or more!
But how many car owners also have at least one house?
Here’s an example — let’s say you spent $10 to acquire a ready-to-buy Home Insurance Facebook lead.
Not only are you closing them on a new Home policy…
There’s an extremely HIGH likelihood you’ll cross-sell them on a couple new Auto policies too.
But on the other hand, if you spent that same $10 to acquire an Auto Insurance lead…
Sure, you might sell them on that new Auto policy…
But rarely are there any follow-up opportunities after that.
Not to mention, Home Insurance policies typically stick WAY longer than Auto policies anyways…
And usually require a lot less work throughout the life of the policy too.
So to sum it up:
If you’re going to use Facebook to try and generate your own P&C leads, you’ll get way more bang for your buck going after high quality Home insurance prospects .
How do beginners get quality home leads?
I want to share the marketing strategy one of my students Travis is using..
Where he’s turning a $600/month marketing “budget” into between 90 and 120 P&C deals sold.
Now in case you’re not familiar with the Fully Covered system at all…
One of the core strategies we use to scale is generate new home buyer leads for referral partners.
Brings a lot more value to the table than donuts, coffee deliveries, or the odd $50 Amazon gift card.
(Quick side note here: YES this strategy is still working fine despite the current state of the housing market. I’ll explain why later on…)
So to start, Travis took this value prop and used it to form 15 new referral relationships.
Which is the 90-day goal we set for all agents when they first join FC.
Then he spends $20 a day generating 100-150 new home buyer leads.
…distributing them evenly across his 15 referral partners.
This puts him at the $600/month total I mentioned earlier…
And from there Travis says each Loan Officer comes back to him with anywhere between 5 and 10 home insurance referrals.
A total of 75-150 warmed up leads hitting his desk every month.
Which Travis then converts into policies at around 80%…
(Nothing groundbreaking here, that’s the average across all our students…)
So all summed up we’re looking at as ‘little’ as 60 deals done in a bad month…
And as many as 120 in a good month.
Which admittedly is a big spread so let’s be conservative and say 60.
60 new home insurance policies written every month.
But then you can’t forget about cross selling to auto, which is basically a layup…
And Travis says he has a pretty much 50% cross sell rate to at least 1 new auto policy.
So adding everything up, and remember we’re staying on the conservative side here…
Travis is doing 60 Home deals and roughly 30 Auto every single month.
Now, since the numbers change a lot from state to state I’ll ask you this…
What are your average policy costs and commission rates?
I’ll let you plug them in and do the math.
However I’ll wager that no matter what…
You’d be taking home a whole lot more than the $600 you’re spending on ads at the start.
How to get exclusive home insurance leads during a recession?
With the housing market on the brink…
Alotta P&C agents are worried what’s going to happen to one of the BEST sources of new business there is:
Home Insurance referrals.
Because with less homes sold…
…you’d expect the number of referrals getting passed around to take a hit too.
Well, not necessarily…
In fact – there’s a small group of agents who are primed to get even MORE homeowners insurance referrals.
…even despite the housing market bloodbath.
(More on this in a sec.)
Now the reason why…
Is because the boom market LOs and Realtors have enjoyed for the past decade or so is over.
Where they could shrug off insurance agents simply because they didn’t need the help.
Too many homes were getting sold for it to matter.
But that’s not the case anymore.
See – now that they’ll have to fight hard to sell the same number of homes as before…
…or in other words – stop their own income from taking a massive hit…
…they’re happy to take all the help they can get.
So what all this means for you and your agency is…
A massive piece of the home insurance referral pie is up for grabs right now.
…IF you can provide new referral partners with massive value.
And I’m not talking about coffee and donuts…
Or promising to be quicker and more responsive than the next agent…
I’m talking about the ONE thing they actually care about most:
More business for themselves.
Because especially now, with the way the housing market is going…
Just one or two high quality leads could make a HUGE difference to a Loan Officer’s bottom line.
And this is what Fully Covered is all about.
Generating exclusive leads not just for yourself…
But for your referral partners too.
Which is exactly how the agents in the pics above are getting through to top LOs and Realtors – where in the past they would’ve just ignored you.
How Homeowners Insurance Lead Generation Can Transform Your Agency and Your Income
One of the gems that Zach Burke (one of the biggest up and coming agents I know) shared with me a while back…
Is the idea that all it takes is just ONE solid referral partner to completely transform your agency and your income.
Case in point…
In just his first year running his Farmers agency, Zach himself nailed down a referral partnership with an LO doing $200 Million a year in loans.
“You find that alpha dog and that changes things quickly.”
…is what he said to me.
And from my experience coaching hundreds of agents over the past 5 years…
It’s absolutely true.
When I see agents finally lock-in that one BIG referral partner…
It marks a positive shift for their entire business and they never look back.
Because they finally have deals coming that don’t require smilin’ and dialin’ all day.
Not to mention they’re less stressed…
Now that their entire monthly income doesn’t depend on the quality of leads they get from EverQuote this month.
And in general, with the confidence of having just landed one big referral partner…
…they can set their sights on scaling and finding the next referral partner.
Then the next 5…
The next 10…
Zach for example went from that first big win…
To building a squad of 27 referral partners and counting.
22 LOs and 5 realtors.
Including 2 of the biggest LOs in his entire state!
(Even though he didn’t have the same “reputation” as the veterans in his area.)
And at that level…
Your whole life changes.
Your income gets more predictable.
You know where 80% of your next policies are coming from.
Your time gets freed up.
And you even have the spare cash to buy nice things for your kids, or plan a long overdue vacation.
I’ve helped hundreds of agents make this kind of shift over the years…
…and it lights me up.
Now, if you’d like to plug this system into your agency too…
And get the exact same blueprint Travis and Zach has been following to:
– Bring those 15 referral partners into his program
– Generate new home buyer leads without spending hours playing around with ad settings
– Plus automate his sales and follow up processes so that he can work less AND scale, all at the same time
…then you’ll want to consider checking out this Fully Covered Training Program
This strategy is still working despite the housing market standing on its last legs.
In fact, in the words of one of my other students…
“You have a rare opportunity to get in with the biggest LO’s in your area. People who would have never given you the time of day just 6 months ago.”
The ONLY difference now is that you might need 3 or 4 more partners to hit the same kind of monthly policy numbers as before.
But you also have to think long term here…
‘Cause standing by your referral partners now gives you the opportunity to build enormous loyalty with them.
So that when we enter the next housing market boom…
You’ll have already laid all the groundwork to insure 100+ homes every month.
If that sounds like the kind of long-term agency growth you’re wanting…
…and if you DON’T want to sit on the sidelines while other agents act on this…
Then click here to check out the Fully Covered Training Program.
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.