Selling a Life Insurance Policy: Techniques on how you can avoid Cold Calling

Leads which you didn't generate are great when they work. But all too often the free or low priced leads you are handed in the office are hardly worth the paper they are printed on. To be totally successful you will have to generate some of your own leads. You don't, however, want to go at it haphazardly, hoping for a prospect here and there. Plan deliberate, regular activities and perform them over and over. Sooner or later, they will pay off. The following tips may help you think of some lead generating approaches that will work for you.
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• Make sure your associate, friends and family members know what you do. While this may seem like a no brainer, I know too many agents who seldom talk about their work at church or family gatherings. They don't want to seem aggressive, or are concerned about antagonizing family and friends. However, making sure they know what you do isn't the same as hounding them to buy something they don't need. Approach such opportunities with the attitude that you want your associates to understand what you have so they can help you expand your business when the opportunity presents itself. Arrange an informal meeting with a couple of people at a time and show them your products. Give them a stack of business cards and encourage them to pass them on to their own co-workers or friends that might not be acquainted with you. In the process you are likely to find out if your own friends have a need. If they do, wouldn't they much rather fill that need with the help of someone they trust rather than at the hands of a complete stranger? Let your friends see that you are successful and knowledgeable about your product and they will probably be willing to pass your business card along.
  
  
• Create a web site with a free email address for visitors and information about your industry and business. Be sure to update at least the first page frequently as visitors will be more likely to return if they see something information, different and useful each time they arrive.
  
  
• Create a monthly or quarterly newsletter. If you want to create 8 to 10 pages, quarterly is probably often enough. Include a return mailing sheet with a motivator to have their insurance reviewed along with some current information about changes in life or health insurance that could affect future purchases. If you work with clientele that are familiar with computers, an email newsletter to which people can "opt in" will do the job. However, if most of your clients are seniors or others who are still computer illiterate, you may want to have your newsletter printed and sent by traditional mail.
  
  
• Read the newspapers for opportunities. Look at the hospital sheet and send a congratulatory card and perhaps a small gift to the parents of newborn babies. Follow this up with a phone call, asking if they received the gift and offering to be the first to help them provide life long protection for their newly arrived bundle.
  
  
• Be alert for deaths in your church or among other associates. While you must do this tactfully, you can offer to help an individual fill out the paperwork for insurance claims. People are usually overwhelmed with the details of a funeral and welcome the chance to let someone else do their paper work. Such activities may give you further opportunities for life insurance and may also suggest possible annuities.
  
  
• Remember your life long merchants. Most people purchase gas at the same place every week, and frequent the same stores. The clerks and other employees recognize your face. Get in the habit of greeting them pleasantly. After a few months of pleasantries, it is easy to engage in a few moments conversation, tell them what you do and give them a card. And ask, "do you need any life or health insurance." If you hand them a card and walk away, most people will just say Thank you. If you ask them if their insurance needs are taken care of, you may get more information and may have the opportunity to meet them off the job and show them what you can do.
  
  
• Several times a year, create and mail an information piece to everyone in your community. Give them information about life insurance, the dangers of not having Long Term Care, how to choose a good disability policy and so forth. Everyone won't need everything, but if you stay in their mail boxes—and then give an occasional follow up call—your name will be the first to pop up when people do need one of your products.