A Complete Guide to
Generate Leads for Insurance 101

TLTR: This blog provides an in-depth analysis of some of the most effective strategies to generate leads for insurance.

The most challenging part of working as an insurance agent is finding good, constant leads. Regardless of how well-versed you are in everything insurance; you can’t survive as an insurance agent without generating leads.

While leads are the lifeblood of any business, they are also highly challenging to acquire. Additionally, because of the sheer volume of insurance agents and brokers operating in the market today and competing for the attention of their prospects, lead generation in insurance requires extensive practical techniques and methodologies.

So, standing out from the crowd plays a vital role in cementing yourself as a prominent player in the insurance business.

Here we discuss some of the most effective strategies that you can use for lead generation for insurance in 2021.

In this blog

Your website is Your New Headquarters

The internet has proven itself as the current go-to medium to find and buy insurance products and services. So, it’s safe to say that most of your leads will come from the internet.

If you, as an insurance agent want to capture the wider market and transition leads into clients, you will need to start treating your website as your new headquarters. This means that you will have to make sure that your website provides the same value as you would offer to your clients if they were to visit your physical address.

A study on ResearchGate has shown that website design plays an integral role in generating positive experiences for visitors. So, make sure that your website looks the part and also offers high-quality content. Do not expect to generate leads from anything less than the best.

Some of the features that your website can incorporate are:

  • Free online quotes
  • Free online premium calculators
  • Easy to navigate header menu
  • Animated transitions
  • 24/7 live chat box
  • Proper landing pages
  • CTAs in every webpage
  • Easy access to registration forms

One way to accomplish this is by hiring professional web designers and programmers to oversee the build.   


Get Listed on Review Platforms

One of the biggest mistakes that an insurance agent can make is underestimating their client’s intellectual prowess. Most of your prospects will look you and your business up on review sites before deciding to contact you.

A single bad review or a negative testimonial can be enough for your prospects to permanently pass on you for another agent. So, get your business listed on reputable review platforms and make sure that you’re constantly monitoring them.

Some of these review platforms include:

Modern insurance agents and agencies tend to post their own reviews and testimonials on review sites. But genuine reviews tend to stick out like a sore thumb and rest assured that the audience will most likely catch up on it.

Offer Valuable Content

Providing quality content rich in informational value is vital to the success of an insurance business with an online presence. So, as an insurance agent, you need to produce a constant torrent of informative, entertaining, educational, and interactive content for your visitors.

Doing this can help keep your prospects engaged and drive more organic traffic toward you and your business. Furthermore, it can also help establish yourself as a key player in the insurance game.

You need to focus on creating an image for your business as a one-stop resource for all things insurance.

Some types of content that you can focus on include:

  • Informative blogs
  • Educational videos
  • Instructional sound clips
  • Explanatory infographics

Promote Your Content

Even if you’ve built a complete website that offers its visitors everything they need, it will be of no good if it doesn’t receive or generate any traffic. Online traffic is the fuel that makes the insurance machine run.

Some of the ways by which you can drive your traffic up on your website are:

Creating social media business accounts across all available platforms

Creating accounts on Facebook, Instagram, LinkedIn, and Twitter are no-brainers. But don’t miss out on creating accounts on less conventional platforms like Pinterest, Reddit, and Discord.

Doing so can help you establish a following in niche markets.

Using influencers

People listen to influencers! So, you can ask influencers and celebrities that you’re close with, or can be hired, to market and advertise your business.

As they typically tend to have a wider audience base, using influencers can greatly help in marketing your business.

Guest posting

Perhaps the best way to get leads for insurance is by guest posting. Guest posting refers to the act of writing for another company’s website. If you can guest blog or guest post on reputable websites with a large following, you can get backlinks that lead to your website.

This is a very effective way to divert traffic towards you and your business.

Marketing through your personal accounts

You can also refer to your business accounts through your personal accounts. Furthermore, asking your contacts to share links to your page is a genuine marketing technique. You’d be surprised by how effective establishing a deep-rooted online presence can be.

Work on SEO

Search Engine Optimization (SEO) can considerably improve the quality and quantity of organic traffic to your website from search engines. It helps you with targeting the right audience at any point of the purchase funnel.

Suppose someone is looking for RV insurance. They use google to know whether there’s an insurance agency in their city that can help find the right insurance for them. The search results show that there are a couple of insurance agencies nearby (among which you are at the top of the list).

This is what SEO can do for your business. It can greatly improve your online presence and visibility to your leads. It can inform people about you as an agent and your business as the go-to agent or agency for any insurance-related woes.

Also, make sure that you review and optimize all existing content on your website.


Keyword is Key

Conducting keyword research into a specific niche market can provide you with valuable insight into what your leads and prospects are looking for.

Using keyword analysis tools like Mangools and Semrush can help you figure out what areas of a specific niche has the potential for you to capitalize on.

Try to create content using keywords that you can rank higher for online. Then create marketing and promotional approaches based on those keywords.

While it can feel confusing initially, successfully incorporating this practice into your business model can yield fruitful results.

Prioritize Videos

Video marketing is quickly gaining a lot of traction as an effective marketing and promotional strategy. According to a survey from Renderforest, 78% of online users noted increased traffic to their website after using videos. It was also reported that 71% of those users noted that the average time the visitors spent on their website also increased. Furthermore, 69% of the users were able to generate more leads after incorporating video content.

So, it’s high time for insurance agents to incorporate video content into their business model if they’re to stay relevant and grow their book of business. To do so, it is important to understand the medium well.

Most people use smartphones, laptops, and tablets to conduct their online searches. They find videos and pictures to be much more convenient to consume compared to written content.

While written content still plays a pivotal role in generating leads, creating promotional videos, explainer/ educational videos, brand awareness clips, and animations can greatly help your insurance lead generation projects.

Video content can also be easily shared and promoted on various social media sites. Providing webinars and live streams to engage with your audience can also help you and your business grow.


Start a Referral Program

Generating leads through referrals is a great way to get free insurance leads and grow your book of business. Besides being very effective, it is also extremely easy to implement. In most instances, it is as easy as asking your existing clients to refer you to anyone in their network who needs insurance services.

But sometimes, it can be even more fruitful if you throw in an incentive for every referral. Some incentives could be:

  • Gift cards or gift hampers
  • Movie or concert tickets
  • Discount coupons
  • Small souvenirs

Most states allow incentives as long as they are not attached to a sale. However, it’s advised to check with the concerned authority first.

Prioritize Networking

Incorporating a proactive approach to network with people outside of your immediate professional surroundings can vastly help generate new leads. You can meet people by:

  • Taking part in insurance seminars
  • Attending networking events
  • Connecting with your alumni association
  • Joining your chamber of commerce

Customer Service Still Matters

Your first impression can be your last impression!

With so many insurance companies and agents competing for their customer’s loyalty, how you or your agency chooses to interact with your clients can either make or break your business.

One of the top reasons people go online for their insurance-related questions is to receive prompt and practical information. So, aim to provide responsive and solution-oriented customer service. Also, make sure to follow up with them and ask for updates.

Reaching out to them can show that you’re generally concerned for their wellbeing, which can help establish trust.

Ensure that the chat program you have incorporated into your website is adequately optimized to provide prompt and precise responses.


Purchase Leads

If you’re wondering where to get leads for insurance, buying leads in insurance is a valid option that insurance agents and agencies can opt to take. Companies like InsuranceLeads and NextGen Leads sell you leads that you can follow up on.

When you decide to make a purchase, you get instant access to a large number of leads without having to work too hard to attain them.

Be Active in Your Local Community

One way to make yourself visible is by making yourself look bigger in the eyes of your community members. Volunteering in your community activities is an effective way to make your presence known to your town or city.

It can help establish yourself as a committed member of your community. Apart from providing access to exclusive insurance leads for agents, it also gives you the opportunity to showcase your insurance chops to your prospects. Some community activities you can focus on include:

  • Providing insurance advice to local nonprofits.
  • Participating in local meetings or online discussion groups.
  • Offering to talk to corporate organizations as a guest speaker.
  • Assisting and advising your customer’s friends and relatives when appropriate.

Being active in your community is a great way to receive free insurance leads for agents. You can foster a closer relationship with your community members which in turn could help get you leads. It also shows that you care about your community. Research published by Harvard Business Review showed that one of the most essential qualities that makes a good salesperson is empathy.

Let us help you stay one step ahead of your competition and transition for leads into your customers! Sign up for your add listing today!

Frequently Asked Questions (FAQs)

How Much Does It Cost To Buy Insurance Leads?

Exclusive leads might cost anywhere from $20 to $50 or more per lead, depending on the provider and the type of insurance.

Are lead generation companies worth it?

Lead generation companies work best for agents and agencies who are just getting into the insurance game. But in the long run, you’ll always be paying more than you need to for your leads.

You’ll miss out on a lot of valuable sales and marketing knowledge and techniques by opting to buy leads. And you won’t have any control over the quality of the leads.


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