A Winning Insurance Lead Gen Strategy Should Include Educational Webinars 

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July 29th, 2021

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Insurance Agency Webinars

Insurance agencies, brokers and wholesalers which have incorporated insurance webinars into their marketing initiatives often see impressive results, with registration increasing over time to hundreds and a 60% or greater attendance rate which can be achieved with educational content and timely topics. Insurance webinars are effective for essentially any agency, broker or wholesaler, but are most effective when targeting niche markets such as transportation, construction, and benefits. 

 

Webinars help showcase expertise, demonstrate thought leadership and elevate the conversation from insurance sales to partner and consultant. Where can agents and brokers find topics and speakers? Agencies and brokers can use internal experts, external partners, carrier partners, consultants, CPA’s tax advisors and industry consultants to create a well-respected and well attended webinar series.

 

The marketing catalyst for successfully implements insurance webinar series often rests upon email marketing and social media marketing initiatives. Both can prove highly effective in driving registrants to an insurance webinar series. Agents and brokers must ensure they are adhering to CAN-SPAM and opt-in email marketing best practices. Email marketing initiatives are only as good as the underlying email marketing list. Agents and brokers who do not have a comprehensive prospect and client email list should work on building one immediately, and if they are unsure how to accomplish this, should seek qualified outsourced guidance on this important topic. A high-quality target list is not only the foundation for successful insurance digital marketing, but also an important and valuable digital asset for every agency and broker! 

 

Social media marketing is often an untapped resource for agencies, brokers and wholesalers, as it is now common for 50% of registrants to be gleaned from LinkedIn, Facebook and Twitter, assuming agents and brokers have a viable insurance social media marketing program in place. LinkedIn remains the most important social media platform for B2B centric insurance agencies and brokers, while Facebook is often the go to platform for personal insurance campaigns. That said, with there are many good tools available to post simultaneously to all major social media platforms. For example, let’s say a broker wanted to announce a new “ACA and Compliance Update Webinar”. This message could easily be posted simultaneously to LinkedIn, Facebook and Twitter, and the posts, efficacy and interactions could be easily tracked.

 

Webinars combined with professional email marketing and social media marketing campaigns can provide an impressive educational foundation for agents and brokers seeking to differentiate themselves from the pack. Web seminars can target prospects, clients or both, to help agencies, brokers and wholesalers establish and maintain their “digital” relationship. These live webinars can then be recorded, and used as video fulfillment on both their insurance website and YouTube to extend the reach, and help grow the business.

 

Agencies, brokers and wholesalers which lack the marketing staff or expertise to accomplish effective email marketing can contact StartUpSelling for assistance at 888-304-3638.

Webinar: Insurance Lead Gen for Your Work at Home Prospects

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June 11th, 2021

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Check out this 8 Minute Power Webinar about Insurance Lead Gen for Your Work at Home Prospects!

Many of your best prospects are working from home and may do so indefinitely. Learn how your agency can reach your virtual prospects in this concise new webinar recording:

Insurance Agency Lead Gen for Remote Workforce Prospects - Splash Image

Click here to view the webinar.

  • What new lead gen approaches have you adopted to reach these prospects and close more business?
  • Do you have an effective and integrated online strategy to fill the sales funnel with these virtual prospects?

Watch our executive webinar which includes these topics:

4 Fastest Methods to Drive Insurance Agency Leads

Posted on

October 1st, 2020

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sell-more-work-less - insurance email marketingMarketing encompasses a wide variety of methods and tools to increase exposure and carry your insurance agency message to clients and prospects. But which of these are the fastest and most effective to drive leads into your agency pipeline? There is a long list of marketing initiatives to consider, here are just a few, noting that there is overlap in some of these categories:

  • Appointment Setting
  • Blogging
  • Brand Awareness
  • Content Marketing
  • Email Marketing
  • Event Marketing (on-site)
  • Organic Social Media Marketing
  • Pay Per Click Advertising (PPC)
  • Search Engine Marketing (SEO)
  • Snail Mail Marketing
  • Social Media Marketing (Sponsored Posts)
  • Video Marketing
  • Virtual Event Marketing
  • Webinar Marketing

However, when the goal is to rapidly fill the pipeline with B2B leads, the list quickly narrows to the top 4:

  1. Appointment Setting
  2. Pay Per Click Advertising (PPC)
  3. Social Media Marketing (Sponsored Posts)
  4. Email Marketing

There are nuances to this lead generation list. For example, Appointment Setting works best for niche insurance markets such as transportation or contractors. Pay Per Click Advertising and Social Media Sponsored Posts offer a fast path to leads, requiring only a compelling offer and/or quality digital content for fulfilment. Email marketing offers broad appeal and a long shelf life. Quality content, including webinars is essential for Email Marketing, though list building can be an obstacle for some agencies.

Bottom line, when looking for a vehicle to drive leads into your insurance agency pipeline, look for the fastest path to bring your message to your target prospects. If your agency lacks the time, tools or personnel to accomplish this, reach our to the insurance marketing team at StartUpSelling for a complimentary marketing consultation.

4 Methods to Help Producers Prospect While Working Remotely

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July 31st, 2020

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Insurance Agency MarketingHow can your agency help producers prospect more effectively and continue to fill their pipelines in the current work from home environment? Here are the top four methods to drive leads into Producer pipelines:

  1. PPC (LinkedIn Pay Per Click Sponsored Content Ads)
  2. Email Marketing
  3. Social Media Marketing
  4. Appointment Setting (for trucking and other niche markets)

If your agency needs assistance with any of these lead generation initiatives, contact the insurance marketing experts at StartUpSelling.

Insurance Agency Marketing Checklist in a COVID-19 Climate

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July 3rd, 2020

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Insurance Agency MarketingThe novel coronavirus pandemic has dramatically changed the way most agencies do business. Insurance agency sales and marketing was once reliant on face to face interaction, referral sales, and networking. Though changes to these traditional insurance agency sales and marketing methods were already in process, COVID-19 accelerated them in an instant.

The days of focusing on in person networking, referrals, trade shows and on-site seminars have come to an abrupt halt. Meanwhile, agency executives and producers seeking to carry their unique value proposition to targeted commercial insurance and group benefits prospects, need an improved marketing and lead generation strategy to increase their suspect and prospect pools and grow their pipelines.

The list of possible marketing and lead generation initiatives is extensive and can be daunting for many agencies and brokers regardless of type, size, or geography. Some agencies may attempt to staff up to accommodate theses skills, but the skillsets required are varied and often specialized, and may include the following:

  • Appointment Setter
  • Blogger, Vlogger
  • Content Writer/Editor
  • Email Marketing Manager
  • Graphic Artist
  • Marketing Generalist
  • Marketing Strategist
  • SEO Specialist
  • Social Media Marketer
  • Telemarketer (Appointment Setter)
  • Video Production Specialist
  • Voice Over Specialist
  • Web Analytics Manager
  • Website Programmer

Some of these skills may be combined into one marketing position (writer, editor, blogger for example), while others require highly specific skills, for example video creation or search engine optimization.

Here is an updated insurance agency marketing and lead generation checklist which includes many of the key initiatives insurance agencies should leverage. How many of these insurance marketing initiatives can your agency check off?

  • Blogging & Vlogging
  • Branding
  • Client Case Studies
  • Client Testimonials
  • Contact List Generation & Email List Generation
  • Create Buyer Personas
  • Create Prospect Scorecards
  • eBrochures
  • Email Marketing
  • ePublishing and LinkedIn Publishing
  • Insurance Agency Marketing Plan
  • News Releases
  • Newsletter Creation & Distribution
  • PPC Ads and Post Boosts
  • Search Engine Marketing – SEO
  • Social Media Marketing
  • Telemarketing & Lead Handling
  • Updated Insurance Agency Website
  • Video Creation
  • Web Seminar Marketing
  • Website Updates & Content
  • Website Analytics Reporting and Analysis

There are other marketing initiatives which can be used including snail mail marketing (not recommended for B2B insurance agency marketing), traditional seminars (currently on COVID-19 hold), sponsorships, traditional advertisements, etc. Though some of these more traditional marketing initiatives can be considered, a focus on digital and repeatable is your best mantra, especially in this coronavirus climate. Producers, agency executives and owners all seek to grow their book of business. Marketing is time and budget driven, and if done correctly, your agency marketing should provide a compelling ROI to cost justify your investment. Can all the above activities be accomplished a few days or a few weeks? That’s not likely to happen. But over the course of a year or less, most if not all of these can be achieved.

Looking for additional information about insurance agency marketing and insurance agency lead generation? Visit us at: https://startupselling.com/.

8 Excellent Reasons Why Your Agency Should Blog

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April 20th, 2020

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Insurance Agency Blogging - Insurance BlogsThere are many great reasons why your agency should be blogging, especially during the COVID-19 pandemic. This is an important time, to be consistently in touch with your clients and prospects. Here eight compelling reasons why you should be blogging today:

1.  Provides a non-sales reason to reach out to clients and prospects

  • This can be done in an automated (email marketing) process, or by sending individual emails to your top prospects.

2. Helps show your agency cares about them, by providing timely content. For example, blogs like this can be extremely helpful to your clients:

  • How to Manage a COVID-19 Remote Workforce?
  • Insurance Implications when your Workforce is Teleworking
  • Will Business Interruption Insurance Cover COVID-19 Losses?
  • Motivating your Remote Workforce
  • The CARES Act and the Impact on your Business

3. Shows the lights are on, and that your agency is actively engaged. Repurpose blogs for multiple uses:

  • Send your blogs to prospects
  • Use your blogs for eMarketing campaigns
  • Share and promote your blogs on social media
  • Show that your agency is comfortable in virtual and digital mode

4. Improves Social Media Reach

  • Don’t think your clients and prospects spend much time on social media – think again! Blogs provide high quality content for your agency (and producers) to share content on LinkedIn, Facebook and Twitter.

5. Drives traffic to your website

  • A blog, preferably with original content, helps drive clients and prospects to your insurance agency website. It gives them a reason to visit, and a reason to stay.

6. Improves domain authority and search engine marketing

  • Blogs help improve insurance agency search engine optimization.
  • Your original content is indexed by search engines such as Google and Bing
  • Better SEO helps attract prospects

7. Allows you to control your message

  • What do you want to say to your clients and prospects?
  • How would you like to brand your agency?
  • How can you help the during this unprecedented time?

8. Helps showcase your insurance agency expertise

  • Blogs can and should be one of your most visited website areas, with the longest visit duration on your website. Showcase your agency and industry expertise with a timely, topical, and relevant blog.

Many insurance agencies and brokers lack the internal resources and writers to post consistent blogs. If so, contact the insurance agency marketing team at StartUpSelling for a complimentary discussion about blogging, content marketing, website updates and more!

Which Presidents Have the Best Stock Market Returns?

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December 4th, 2019

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Stock Market Performance By PresidentWhich Presidents have the Best Stock Market Returns? The answers may surprise you. About 18 months ago I wrote a blog on this topic, and as 2019 comes to a close, this seems like a good time to check in, especially with the markets touching upon recent record levels. Let’s review the S&P results for the last three years:

2019 2,510 3,093 23.39%
2018 2,695 2,506 6.24%
2017 2,257 2,673 19.42%
36.57%

We see that the S&P posted a total return of almost 37% and an annual return of about 12.2%. That’s not too shabby, though you may be surprised to see that it’s only the 10th best result of presidential returns.

Rank President Annual Return
1 Bill Clinton 17%
2 Barack Obama 16%
3 Gerald Ford 16%
4 Harry Truman 16%
5 Dwight Eisenhower 16%
6 Ronald Reagan 15%
7 George H.W. Bush 15%
8 Jimmy Carter 12%
9 Franklin Roosevelt 12%
10 Donald Trump 12%
11 Lyndon Johnson 11%
12 John Kennedy 10%
13 Richard Nixon -1%
14 George W. Bush -4%
15 Herbert Hoover -31%

There is still a month to go in 2019, and a possibility that the returns could change. Though that change would have to be substantial to crack the top seven. And we certainly hope that Hoover’s record remains untouched!

Are you seeking a compelling ROI for your agency, contact the expert team at StartUpSelling for customized marketing and lead generation programs to jump start your pipeline and improve close ratios.

Popular Insurance Marketing & Lead Gen Videos Viewed Over 50,000 Times

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November 8th, 2019

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Insurance Agency Marketing Webinars

These insurance agency marketing and lead gen videos and  on-demand webinars and have been collectively viewed over 50,000 times. Check out these popular and complimentary insurance marketing videos in our Insurance Agency Marketing Resource Library:

·       Insurance Agency Marketing Plans: How to Insure the Success of Your Producers

·       2 Minute Sales Pro: The Elevator Pitch

·       Top 5 Insurance Agency Lead Generation Tips

·       2 Minute Sales Pro: Telesales Best Practices

·       Effective Insurance Marketing to Drive Leads & Growth

Whether you’re a $1 Million Agency trying to build your pipeline, or a $10 Billion Broker seeking assistance with a sophisticated Search Engine Optimization initiative, the insurance marketing experts at StartUpSelling can help. Reach out to us for a complimentary marketing and lead generation review.

Using Gated Content for Insurance Agency Lead Generation

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May 20th, 2019

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What is gated content?

Insurance agency marketers leverage gated content for lead generation, by trading digital content fulfillment for visitor information such as name, email, organization, industry, title, etc. The digital content can be offered through insurance agency email marketing campaigns, PPC campaigns, social media marketing, blogs or newsletters, to mention a few of the insurance marketing vehicles which can be used.

Gated content specifically refers to front end form-based materials, such as articles, case studies, videos and white papers, which require visitors to provide information (fill out a form) before allowing access to that digital information. The form may simply require a name and email address, or depending upon the perceived value of the information, may require additional detail and demographic information about them and their and organizations.

Then what is ungated content? Ungated content presents information to the visitor on demand. Though there may be an option to sign up or provide information via a Call To Action, visitors can access the content immediately without any information required.

How do you decide when to use gated vs. ungated content?

Value, perceived value, intellectual property and insurance agency marketing goals all play a role in determining the trade-off between using gated vs. ungated content. If your agency considers certain content, let’s say a detailed white paper, to be high value digital content, you’re typically going to make that gated content, requiring at least a name and business email for viewing. If it’s a 2-minute explainer video, you’re likely going to offer that without a gate. Ungated content typically increases views, but lead generation can suffer as your agency will not be collecting lead forms. Thus, the marketing campaign goals come into play. If the goal is branding and awareness, ungated content is often preferable.  If it is lead generation centric, gleaning at least an email and name may be the minimum level of information collected to view the content.

How do you determine content value?

There is elasticity here. For example, a Continuing Education Accredited OSHA or Benefits Compliance Webinar can be highly valued, and your agency should be able to collect six to eight information fields for registration and viewing. If you’re offering a brief one-page case study vignette, you may attempt to collect just two fields as it may carry a lower perceived value. If the content is promotional in nature, for example a 2-minute value proposition video, you would likely offer that without a “form in front”, to optimize views.

Content is king?

Of course, you need to begin by having quality content available, and ensuring it is well organized and properly protected. Organizing content on an insurance agency resource library can be very helpful, password protecting your proprietary content, gating your high value content, and making it easy for producers and prospects to access non-gated content.

For more information on insurance agency lead generation, gated content strategies and insurance agency resource libraries, contact the insurance agency marketing team at StartUpSelling.

Insurance Marketing Videos

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January 18th, 2019

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Check out our insurance marketing video library to learn more about how agencies and brokers can better attract and retain clients. Videos enhance insurance agency and broker websites, improve stickiness and provide an outstanding opportunity to showcase thought leadership. Our videos and webinars have been viewed by tens of thousands of agents, brokers, executives and owners.

 

Insurance Agency Marketing

Click here to learn more.