downloadInsurance agencies and brokers often struggle to develop a list of in-profile suspects and prospects. Agency executives consistently share the same list generation complaints: our list is outdated, inaccurate and has no email addresses. These criticisms are often followed with “but at least we got a great price.” The problem is a great price does not create great value. Outdated and inaccurate information offers no value – even when its free.

To develop an effective prospect or suspect list that will have a positive and immediate impact on producers, the following key criteria must be met:

  1. Accurate Data – No list is perfect and no vendor can provide 100% accuracy, but the industry leaders get close and often replace inaccurate data at no charge.
  2. Email Addresses – A list without email addresses is like well with no water. Different prospects prefer to be contacted in different ways. Without emails, you only have one way to reach out.
  3. Ongoing Updates – Your list vendor must constantly update their data and provide a program to “refresh” your list. Otherwise your great data becomes outdated and inaccurate within a few short months.
  4. Competitive Price – The cost for prospect lists varies dramatically. Some vendors charge 2-3x more than competitors for similar quality data. Work with an expert who can measure the value of a list in your specific target markets.

Insurance agencies and brokers who invest in quality data improve the results of their marketing and lead generation initiatives, increase the sales activity of producers, and consistently add prospects to the pipeline. To learn more about how to build your agency’s prospect list, contact StartUpSelling today.

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4 Key Elements to Building Your Insurance Agency Prospect List

  • Posted on September 10, 2015
  • by John Scranton

downloadInsurance agencies and brokers often struggle to develop a list of in-profile suspects and prospects. Agency executives consistently share the same list generation complaints: our list is outdated, inaccurate and has no email addresses. These criticisms are often followed with “but at least we got a great price.” The problem is a great price does not create great value. Outdated and inaccurate information offers no value – even when its free.

To develop an effective prospect or suspect list that will have a positive and immediate impact on producers, the following key criteria must be met:

  1. Accurate Data – No list is perfect and no vendor can provide 100% accuracy, but the industry leaders get close and often replace inaccurate data at no charge.
  2. Email Addresses – A list without email addresses is like well with no water. Different prospects prefer to be contacted in different ways. Without emails, you only have one way to reach out.
  3. Ongoing Updates – Your list vendor must constantly update their data and provide a program to “refresh” your list. Otherwise your great data becomes outdated and inaccurate within a few short months.
  4. Competitive Price – The cost for prospect lists varies dramatically. Some vendors charge 2-3x more than competitors for similar quality data. Work with an expert who can measure the value of a list in your specific target markets.

Insurance agencies and brokers who invest in quality data improve the results of their marketing and lead generation initiatives, increase the sales activity of producers, and consistently add prospects to the pipeline. To learn more about how to build your agency’s prospect list, contact StartUpSelling today.

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Join the StartUpSelling agency marketing team and learn about Email Marketing Best Practices for Brokers, Agents and Wholesalers. Email marketing is one of the most critical components for effective insurance marketing and lead generation programs. Quality insurance email marketing will produce in-profile leads for producers, deliver value to clients, and create name recognition among prospects. However, email marketing is extremely nuanced – requiring deep expertise and dozens of best practices for successful delivery of each campaign. Join our 25 minute educational webinar to learn:

* Email Marketing Best Practices
* Topic Selection & Crafting Your Message
* How to ensure WYSIWIG delivery
* Optimizing for Email Deliverability
* Understanding Spam Filters, Outlook, Junk Mail
* The importance of Split Testing

Date & Time: Wednesday October 29th 12:00 – 12:20 Eastern

To Register: https://www1.gotomeeting.com/register/152074136

For more information, please visit: www.startupselling.com.

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Sales & Marketing Tip of the Day: Refresh Your Prospect List

  • Posted on May 9, 2012
  • by John Scranton

Refreshing your prospect list and your prospect email list will often uncover low hanging fruit, ripe for the picking.  In my case, this could be a new VP Marketing or VP Sales at a large agency who needs web marketing help and simply is not yet aware of all the available resources.  In the case of an agency producer, a refresh might turn up a new VP HR or CFO who happens to want to shop their employee benefits to prove their worth and has no loyalty to the current broker.  A list refresh can be a cost effective way to quickly open a dialogue with new prospects.

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How to Insure the Success of Your Producers – Webinar Summary

  • Posted on April 4, 2012
  • by John Scranton

Insure the Success of Your Producers

Our Speakers: John Scranton & Alan Blume

Agenda

  • The Old Way
  • A Better Way
    • Prospect Identification
    • Prospect List Generation
    • Email Marketing
    • Web Seminars
    • Appointment Setting Warm Calls
    • Appointment Setting Cold Calls
    • Social Media Marketing
  • Question & Answer Session

The Old Way

  • A Desk and Phone
  • Cold Calling
  • 2-3 Appointments per Day
  • 30,000 Miles per Year
  • 60+ Hour Weeks
  • High Failure Rate
  • Agents are Seeking a Better Way…

A Better Way – Insure the Success of Producers

Prospect List Generation

  • Industry, Size, Geography
  • Titles, Data Fields, Emails
  • Carefully Select Vendor
  • Append and Scrub

Reach Your Prospects

  • Professional, Educational Email Marketing
  • Effective for B2B Prospects
  • Commercial P&C
  • Group Benefits
  • Educate Your Prospect – Do Not Sell
  • Convey Your Message Quickly
  • Feature a Value Driven Call to Action
  • Use Multipart Mime (limited graphics) Business Emails
  • Limit Frequency & List Use

What Does Your Prospect See?

Webinar Call to Action

  • Sample Webinar Topics:
  • Outlook Backup Best Practices
  • Hours of Service Regulations – Changes and Impact
  • Learn about Mandated W2 Reporting & PPACA Updates
  • How to Integrate Social Media Into Your Training Initiatives

Appointment Setting Calls

  • Warm Call Opportunities:
    • Email Opens
    • Email Click-Throughs
    • Webinar Registrants
    • Webinar Attendees
  • Identifies Interested Prospects
  • Infinitely More Valuable than Cold Calls
  • Producers Should Only Make Warm Calls
  • Professional Callers are also Effective

Vertical Cold Calling

Social Media Marketing

  • Blogging
  • ePublishing
  • LinkedIn
  • Twitter
  • Facebook
  • Google+
  • Pinterest

Question & Answer Session

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