What is an Insurance Marketing System and its Purpose in the Insurance Industry?
An Insurance Marketing System is a system that helps insurance companies to generate leads and manage customer relationships.
It is usually an integrated system that combines marketing automation, lead management, and CRM.
An effective insurance marketing system will automate the entire process, from managing prospects to tracking results and generating reports.
This system provides the ability to automate repetitive tasks, such as sending emails or updating social media feeds.
Some of the benefits of using an insurance marketing system are:
– The ability to schedule and plan content ahead of time
– Increased visibility into campaign performance
– Better insights into customer behavior
While these benefits are all good and will bring your insurance agency to the next level…
For me, these are the top 5 benefits of having an effective insurance marketing system:
Insurance Marketing System Benefits
1. Bring 100 referral partners on board
Sometimes when I tell people you can bring 20… 30… potentially even 50 referral partners onboard using the Fully Covered Insurance Marketing System…
They just don’t believe me.
One because it’s a HUGE step from where they are now.
They might only have 2 or 3 partners, that took ‘em years to get…
So bringing on 20+ partners sounds like BS.
And two because on the face of it…
Having 20+ referral partners to handle might sound like a nightmare.
Especially if you’re running things yourself.
I mean, without the right insurance marketing systems in place…
You’d be working 24 hours a day just to keep the ship sailin’ along.
But here’s the thing…
Last month I met up with one of my Fully Covered students, Felipe.
If you’re inside our group, you might’ve seen him around.
He helps with alotta our trainings…
And if I’m being honest, the guy’s an absolute BEAST.
His goal for this year?
Bring 100 Referral Partners on board.
Yup, you read that right.
ONE HUNDRED referral partners.
Now, I know your first thought might be…
‘100? How is that even possible??’
And I don’t blame ya.
It still feels like yesterday I was a strugglin’ one man band…
Even just 10 referral partners would’ve been more than I could handle.
Especially when you throw that on top of the enormous amounts of time I used to spend prospecting.
Driving around delivering donuts.
Networking events.
You know how it goes…
So to try and bring on 100?
Forget it.
Truth is though…
I 100% believe Felipe will hit his goal of 100 LO’s this year.
If anyone can do it, it’s him.
But I won’t pretend 100 isn’t an insane number…
So HOW is he gonna make that happen?
Well, in his own words…
“Fully Covered has all the tools we need to get as many LOs as we want.”
And even better than getting all the LOs we want…
What makes FC so special (compared to all the other junk out there…)
Is that it also has the tools we need to MAINTAIN as many LOs as we want.
Sure, it’s fun to talk about selling more policies.
And making loads more money.
But my real goal for every agent inside Fully Covered…
Is to free up their TIME.
To get them off the 6 day a week grind.
I want you to be able to go golfing on a random Tuesday afternoon.
Or take off on Fridays to spend time with the family.
So when guys like Felipe say he wants to bring 100 referral partners onboard…
It’s not just because he wants the money that comes with it.
It’s because he KNOWS he can actually bring on that many LO’s.
WITHOUT working himself into an early grave.
In fact, if you do things right…
You can do it while barely adding any extra hours to your workload at all.
It simply comes down to automation.
With all the technology we have now, it’s easy to see the insurance marketing system benefits it will bring to your business.
15 to 20 years ago none of this would’ve been possible.
So I truly believe there’s never been a better time to be an insurance agent.
‘Cause you can earn more while working less…
And who doesn’t wanna do that?
Cheers to 100 referral partners.
2. Be able to choose the lifestyle you want
My agency currently pulls in around $200K a month in premiums.
But ya know what?
I don’t really have the urge to scale that to $400K.
Or $500K.
Or whatever the number might be.
Why?
Because I know the work that would take.
Bringing on more referral partners.
Hiring more employees.
And all that’s just not what I wanna focus on right now.
‘Cause at the risk of sounding a little braggy…
I feel like I’ve “won” the insurance game.
So making more money at the same game…
Just doesn’t drive me the same way it did a few years ago.
Now, obviously I’m an agency owner first and foremost.
I put my blood sweat and tears into building this thing…
And I would NEVER let it fall behind, or get neglected.
This thing is my baby.
But at least for right now, my focus has shifted.
To where what drives me now…
Is helping other agents completely change their lives.
I get a TON of satisfaction helping agents go from working 6-7 days a week…
Making endless amounts of cold calls…
Spending hours at networking events, that they’d rather spend with their family…
(Or doing literally anything better with their time)
And it’s helping agents reach their potential…
WITHOUT needing to spend 10+ years with all the ‘old-school’ tactics in order to get there…
It’s work that’s insanely fulfilling for me.
And it’s why growing Fully Covered has been such a big focus.
I know alotta people out there will say I’m crazy for thinking this way.
“What? Nato, why wouldn’t you wanna scale to $400k in premiums a month??!?”
Well, I know I can if I want to.
After all, that’s why I’ve put in a lot of time and energy making sure the right systems are in place for my insurance agency.
But truth is…
That just wouldn’t mesh with the kinda lifestyle I’m enjoying right now.
Think of it like this:
It’s probably how Michael Jordan felt when he retired the first time.
After 3 years of winning championships…
And being at the absolute top of the NBA…
He decided to call it quits and try out baseball.
Could he have stuck around, and maybe have 8 rings instead of 6?
Possibly. Who knows.
But at that point in time…
Basketball didn’t drive him exactly the same way it did a few years before.
And I don’t think there’s anything wrong with that.
Because if you asked me…
MJ trying out baseball probably made him appreciate basketball even MORE.
And I say that ‘cause that’s how Fully Covered makes me feel about my agency.
The fact that I’m even in a position to teach FC…
And to help other agents achieve my same kinda results…
Makes me feel even more proud about what I’ve been able to build.
So the point of all this is – people ask me all the time…
“If your agency is so successful, WHY are you teaching the Fully Covered Insurance Marketing System??”
Well, this is why.
I’ve “won” the insurance game.
I have enjoyed the insurance marketing system benefits.
And now I wanna win the “helping other agents do the same” game.
Make sense?
3. Run your insurance agency remotely
One of my students posted in our group the other day…
How he’s considering moving his business to Puerto Rico.
Why on earth would he do that??
Well, by the looks of it…
He could slash his taxes from 43.6%…
Down to a measly 4% 😅
Which is absolutely nuts.
But let’s forget about taxes for a moment.
What’s especially cool for me here is that this agent is in a position to even think about this kinda stuff.
‘Cause for most agents…
Along with 99% of regular employees and other business owners…
This would be impossible.
They’re 100% tied to their current location.
And if one day they decided to up and leave?
Their entire livelihood would collapse in the blink of an eye.
So why I wanted to share this post with you…
Is because THIS is the real power behind the Fully Covered system.
It ain’t just about writing more policies.
Don’t get me wrong, that’s great and all..
Especially at the beginning, when all you wanna do is grind and make buckets of money.
But eventually that grind gets old…
And what becomes more valuable than anything else, is your time.
And this is my goal for every single agent who joins our family.
To help them not just become better, smarter insurance agents…
But to become better business owners.
By helping them put the right systems in place…
Build out a strong team…
And ultimately buy back their TIME.
So that they’re free to do stuff like move to Puerto Rico, if you wanted.
Again, nothing wrong with being an “operator”.
We’re all at different points in our journeys.
But chances are…
You don’t wanna be just an “operator” forever, right?
I mean, spending the next 40 years quoting, spending all day on the phone…
Not really the lifestyle I wanted for myself.
And I think it’s fair to say the agent in the screenshot above agrees.
But now that he’s put the Fully Covered Insurance Marketing system to use…
And now that he’s acting as business owner – not an “operator”…
He’s got the freedom to run the show from Puerto Rico if he ultimately wants to.
Or take me, for example.
I’m not necessarily lookin’ to move to Vieques…
But these days I simply have the freedom to travel around for different projects.
WITHOUT having to worry my agency’s gonna come crumblin’ down while I’m gone.
Because I put the systems in place to make sure it’ll run strong without me.
And that’s exactly what I got for ya inside the program.
4. Get binder requests even if you’re a rookie insurance agent
After John’s first few months as an independent agent, he was feeling pretty desperate.
Like most new agents, he had gone through all his friends and family…
But after that he had nothing left in his pipeline to fall back on.
“I knew I was supposed to go to friends and family, that’s how you start and everything. But I knew it wasn’t sustainable after the first month.”
So as a fresh agent with no network to go off of…
What do you do instead?
Of course, he could’ve gone with the old-school tactics we’re all taught by the old guard.
Sending mailers and doing giveaways…
Wasting time at networking events…
Bribing Loan Officers with gift cards and lunches…
But instead, John took the plunge and joined Fully Covered…
All of a sudden Fully Covered started showing up on my timeline and I almost pulled the trigger then but I was very skeptical. So I put it off, 3 months later I had been through all my friends and family and I knew, OK, so what am I gonna do next?
I messaged Nato and not even 2 minutes later he replied and was asking me to get on a phone call to talk to me about it and I’ve been all-in ever since!
It took me about a week to really dig into the course, and about 2 weeks ago I started really seeing results. That was when I met with my first Loan Officer and I showed him everything, he was all in! So he turned around that same day and sent me a binding request! I ended up getting her on a new home policy and cross-sold to her autos as well.
It’s been two weeks that he’s been in the system, I’ve gotten 3 other binding requests. He’s building his pipeline just like I’m building my pipeline. Fully Covered wants to see you succeed!
Not too bad considering John’s a brand new agent, right?
He had no network of loan officers and real estate agents…
No list of thousands of leads collected over the years…
Yet it only took him 2 weeks to attract his first Loan Officer and start a lucrative relationship with them!
So imagine what your results could be if you’re further along in your agency?
If that’s the kind of growth you’re looking for…
5. Pandemic-proof your business without having to rely on your “network”
I think it’s fair to say that most insurance agents are practically obsessed with building their network.
Hell, I was too.
I remember always sitting in my car for 15 minutes trying to psych myself before walking into the next networking event…
Because even though I HATED those events more than anything in the world…
The potential of “building my network” was too big to ignore.
And you know what I got out of all those awkward events?
After years of driving around to LO’s trying to get them in my network?
Nothin’.
Except for the fact it helped me learn the things I never want to do again.
But it’s tough to do anything different…
Especially because for so many of us that get started in insurance these days we got the “old-guard” teaching us how to run things…
And no offense to those guys, I’m sure they killed it back in their day…
But times are changin’ and the stuff they preach (like networking and door knocking) just doesn’t fit in a modern-day insurance business.
So when people tell me that building a successful agency is all about having a “network”…
What I tell them is that I couldn’t disagree more.
And here’s why:
Let’s say you’re the most well-known agent in town.
You spent years building your network and have tons of business coming in through referrals…
And let’s say you got 1 or 2 big LO’s sending you deals on a weekly basis too.
But what happens when a new guy comes in and reaches out to 1 of those LO’s…
And says to him something like..
“Hey I got this Excel sheet full of red hot, ready-to-buy leads. They’re all yours as long as you send them back my way for insurance.”
What’s he gonna do… say no?
Of course not. He’s gonna start working with that new guy while YOU become a distant memory.
Since most partnerships are only based around having mutual connections or nothing more than friendliness…
It doesn’t take much for them to get poached away by someone who comes around offering to put money in their pockets.
Now look, I’m all about loyalty.
If you have referral partners you work with now, I sincerely hope you never get stabbed in the back like that.
But the truth is, business is business…
I’ve seen this stuff happen a thousand times…
And it’s foolish to just assume that stuff like that can’t or wouldn’t happen to us.
So the point is, it almost doesn’t matter what your network is like these days.
Should you still build one and get your name out there. Absolutely!
But just know that what’s really “king” is NOT your network or how “well known” you are…
It’s VALUE.
And if you can find a way to provide real value to your clients and referral partners…
It’s the easiest way to set yourself apart from all the other agents out there…
And have consistent deals coming in for a long time to come.
P.S. How I’ve built up my scratch agency over the past few years isn’t by generating leads for myself…
It’s by generating them for potential referral partners!
Then I tell them that I’ll keep the leads coming as long as they send them back my way when they need insurance.
No one says no this offer either… because what’s more valuable than ready-to-close deals?
If you want to learn how I do it, how to replicate it in your own agency and fully enjoy the same insurance marketing system benefits I’ve been enjoying in my business, just click the link below to learn more about The Fully Covered Insurance Marketing System.
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.
