For agents, growing your book of business is a constant priority. Whether you’re new to the industry or a seasoned veteran, the goal remains the same—finding new leads, building relationships, and turning those prospects into lifelong clients. You can have the best carriers in the world. You can be knowledgeable about different types of products, but if you are not generating more business, your ceiling is capped. What are you doing to expand your current potential? More importantly, how are you bringing in new business? Are you investing in lead programs to take your work to the next level? The good news is that expanding your book of business doesn’t require reinventing the wheel; it’s about leveraging the tools and networks already within your reach. Let’s break it down into four key strategies.
Social Media Leads
How are you using the tools you have at your disposal? Are you on social media? In today’s digital world, social media isn’t just for sharing vacation photos—it’s a powerful business tool. Platforms like Facebook, Instagram, LinkedIn, and even TikTok are teeming with potential leads. Social media is free marketing to friends, family members, and acquaintances. Whether it’s through creating a personal business page and sending out conversation starters or short videos explaining different Medicare concepts, you can build quite a following.
Tips on how to leverage Social Media for leads:
- Consistency is key: Post regularly to stay at the top of customers’ minds. Share educational content, industry updates, and success stories. This strategy connects you with your audience and makes you the top thought when someone needs a resource for assistance.
- Engage with your audience: Respond to comments, like posts, and participate in conversations to build trust. You are not a machine. You are a real person. Everyone likes talking to a real person, and social media is no different.
- Use ads strategically: Platforms like Facebook and Instagram allow for targeted advertising. You can reach specific demographics, such as small business owners or seniors nearing retirement, depending on your niche. Use these tools at your disposal and learn how to make the most out of your budget.
- Be authentic: Share personal experiences or behind-the-scenes glimpses of your work. People connect with stories, not just sales pitches.
If you want a tailored solution for using social media to help grow your book of business, you can always sign up for our social media training. You will learn all there is to know about reaching your target audience from our Social Media experts.
Current Client Referrals
How are you working with your current clients? Have you ever followed back up with them to combine their Medicare plan with a medicare supplement? Have you talked to them about final expenses or life insurance? Your current clients are more than just people you serve—they are your biggest advocates. A happy client likely shares their positive experience with friends, family, and coworkers, but sometimes, you need to give them a little nudge.
Tips on how to “ask” for referrals:
- Make it personal: When asking for a referral, tailor your request to the client. For example, say, “I’ve really enjoyed working with you on your Medicare plan, and I’d love the chance to help your friends or family in a similar way.”
- Be specific: Instead of asking, “Do you know anyone who might need help?” try, “Do you know any friends or family members turning 65 who might have questions about Medicare?” This technique helps clients think of people who fit the description.
- Create an easy process: Provide referral cards, a simple email template, or even a direct link to a referral form to make it effortless for clients to share your information.
- Express gratitude: Thank your clients for their trust and willingness to refer you, whether the referral pans out or not. A quick phone call or a handwritten note can go a long way.
Referrals are not just about asking; they are about building relationships. When your clients feel valued and know you truly care, they will be more likely to recommend you to others.
Grassroots Marketing
Sometimes, getting back to basics is the most effective way to grow your business. Grassroots marketing is about building authentic, face-to-face connections within your local community. While it may take more time and effort than digital strategies, it often results in highly loyal clients who trust you because they have met you in person. The secret to successful grassroots marketing is creativity and consistency.
How to maximize grassroots marketing efforts:
- Be a visible presence in your community: Attend local events like farmers’ markets, health fairs, or senior expos. Set up a booth with free resources or host a giveaway to draw people in and start conversations. Empower Brokerage helps provide resources to make these events a success.
- Offer free value: Host educational seminars or workshops on relevant topics, like Medicare 101 or Understanding Life Insurance Options. By providing valuable information, you position yourself as an expert who genuinely wants to help.
- Network with other professionals: Partner with local business owners, such as pharmacists, financial advisors, or real estate agents. Offer to cross-refer clients or host joint events to expand both your audiences. Remember the adage: your network determines your net worth!
- Use local advertising: Sponsor a community event, advertise in church bulletins, or put your information on a local business board. Even simple flyers in high-traffic areas like coffee shops can generate leads.
Grassroots marketing thrives on building trust and visibility. By positioning yourself as a helpful, approachable resource in the community, you will naturally attract more clients who appreciate your local presence.
Empower Brokerage Leads
Empower Brokerage also offers different lead programs for you. They include: our global database with Lead Maximizer, our Leadserv system built on CRM leads located in our website’s back office, and business reply cards that send out 1,000-piece mailers. We have plenty of different options to help you generate leads.
For more information give us a call at 888-539-1633 or Give Tyler Culp a call about our lead programs at 817-410-5831.
Agents
We hope that this information on leads is useful to you.
Empower Brokerage is dedicated to helping you make informed decisions about your health and finances. Whether it’s through webinar training, one-on-one calls, seminars, or marketing plans, we want you to be successful!
Give us a call at 888-539-1633 or leave a comment below if you have any questions.
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This article was updated on 1/16/2025.
