August 26, 2020
Whether you’ve just relocated or branched out, it can be tough trying to find clients in a new state. When searching for clients in an unfamiliar location, things can initially look hopeless as an insurance agent. You have limited connections, nobody to network with, and you’re struggling to see where your next job will come from.
However, you can do plenty of things to kickstart your client search and get your name noticed in your new location. Here are some ways to help you find clients in a new state.
We work with agents that serve multiple states and offer a lot of help to our agents when they’re looking for new clients. If you are writing policies with a carrier that only covers one state, you might want to consider switching (shameless plug: we would love the opportunity to chat with you!). After all, your carrier should not be hindering your business growth!
This isn’t just a case of being active on Twitter and Facebook; you should be engaging as well. One great way to find clients in new locations is to engage with locale hashtags and adding locations to your posts.
Keep up to date with hashtags supporting local events and businesses, then use those hashtags in your related social media posts. Not only does using social media give you an immediate point of contact with local companies, but it will also increase your local following.
Don’t neglect the old ways. Direct marketing mailing is a successful way of advertising yourself in a new location, as well as investing in traditional media ads like newspapers (or flyers), radio, or TV.
An insurance cluster or network is a formal association of insurance agencies established to provide members with mutual support and group benefits.
These clusters can provide you with sales and marketing support to help you with acquisitions. They can give you greater access to multiple carrier markets, and some may even share commission structures and profit plans.
There are often costs associated with joining a cluster, so check references and ask about trial periods before committing.
Consider other industries that you could partner with and make connections in those areas. You may be able to reciprocate networking. In other words, they introduce you to their networks and you do the same.
Be persistent. If you want to generate new client leads, you’ll need to be available 24/7. Network with other agents, hold seminars, coffees meetups, and dinners to meet and greet prospective clients.
Be as open and flexible as possible. Sometimes clients will want to take it slow and get to know you first, working on recommendations. Others will wish for quick turnarounds, so merely maintaining an active presence can get you noticed.
When you meet a potential client, remember your first interaction has a significant influence on whether they choose to work with you. Act professionally and learn how to promote yourself best.
It’s always a good idea to have a few stories and anecdotes relevant to your potential tasks, which you can share with prospective clients. Prepare for every informal meeting as if it were a job interview. Know your resume inside-out and get ready to tell others what sets you apart from the competition.
Referrals can go a long way to help you find new clients. Set up a program that encourages clients to refer your agency to their friends and family by sending small giveaways. Always follow up with a thank you email or letter, providing further information about your services.
You may want to offer a discount for clients who recommend you. Or create a lottery system, giving out monthly low-budget prizes. By spending a small amount of money on them, you incentivize your clients to advertise your business for you.
Entering into a new state’s market could be a massive opportunity for insurance agents at all stages of their careers. If you are looking for even more opportunities, you might want to explore becoming an agent with Normandy Insurance. If you’re interested, drop us a line!