Back Marketing - What Works?

I have a two year old P&C agency and am not happy with the growth. I have plenty of HO and Auto markets and have aligned myself with a couple wholesalers for the commercial business. I am competitive and I close well over 50% of the business that I quote on. The question is, how do I get more calls or walk-ins? I am a member of BNI, Rotary, Chamber and the local realtor board. What has worked for other agencies?

what state are you in? can you get multiple states?

Without knowing more specifics about your individual sitiuation, I would first recommend some public relations: All of the organizations you mention have member newsletters.. You could offer the publisher(s) to write a column or editorial piece on current property casualty issues, or explain how you solved an insurance problem for a customer, or what customers need to know about P & C issues (i.e. how to save on their premiums; discounts they may not realize apply to them; perks offered by insurers they may not know about). Nothing in these pieces should be self-serving, hyped or overblown. If the advice is helpful, sincere and unique, people will call! You should include a professional mugshot of yourself and your phone and email address. After the article is published, you can reproduce it and mail it out to your existing clients for an "As seen in" (or scan a good copy with the publication masthead in color with the date of publication) and email a PDF to them instead. Again, without knowing more about your unique situation, I would hesitate to recommend marketing options other than direct mail to existing customers to inform them about other products and/or discounts for which they might qualify. If you are involved in some of the social media, providing an RSS feed or updates from the consumer communications division of your state's insurance department would be useful to most people as well. Good luck!

Good old fashion telemarketing. Many carriers have lead companies they work with, they scrub the leads to fit their ideal client profile. Using their marketing pieces, mail something, call, mail somethnig again. Having your name out in public is good for business and creates awareness. Our efforts have shown without a call, it does no good. Goes back to the basics, if you don't ask they won't offer. Good luck!

Hi, I get about 20 commercial leads a week by phoning 4-5 hours a week. It is mostly just boring to do. I use DEX online to generate a list of business by catorgory and then just call. About 1/2 the owners or manager I reach will give you a X-Date. the clients are not loyal, LOL enjoy the day Ron in Colorado

You should consider an agency network such as ISU. You get 100% commissions and 75% profit sharing for a flat monthly fee. Check www.isunetwork.com or call 877-500-4478.

You definately should join a cluster agency in order to have access to all of the good markets for commercial. I work for one in California called United Valley Insurance Services, you can find us on the web at www.unitedvalley.com Our members have access to all the large companies and we do very well, we were listed in the top 100 of the Insurance Journal.

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Take a look at our website www.iroquoisgroup.com. We are a national networking group that enables independent agents direct access to carriers thru membership. Under our plan carriers work with agents to market to clientel using Co-op dollars, promo leads, etc to assist agents in building their book of business. Tina Baire Regional Manager Iroquois of California

Hello, I have been buying leads from a company for about 3 years now and have about 50% closing rate. They have Personal lines and Commercial as well as Life and Health leads. I would be happy to share this information with you and what has helped us write a little over a million in new premium in 3 years. If you are interested give me a call at the office. Baldwin Insurance Agency (816) 628-0092 ask for Jennifer hours are 9 to 5 central time.