I find it important after a few emails to re-state my goals. I am 4 years into selling health insurance and be it internet leads, telemarketed leads or whatever source you can name I, and many other agents, are still basically chasing down people who don't want our help. You can purchase leads or telemarket and what you'll find is the overwheming majority of leads are not looking for health insurance.
If everyone plugging their info into a quoting site knew an agent would call then you would not receive 90% of your leads. The truth is when people hit a quoting site they think it's gonna be like Ehealth where they simply see quotes on the next page.
Ironically, hundreds of people in my locality are seeking out and obtaining health insurance. So while I pound the phones someone a few blocks away is looking for coverage.
The telemarketing I'm using is the means to an end. And that end result is a local agency with a physical location with all leads being generated by ads using various media and over time establishing a stong community presence.
This will take time and money. I have started by making calls myself and am now at the step of farming it out. My next step will be building more income and slowing taking that money and putting it into community advertisements.
The title of this is "branding" a health insurance agency. Simply put, that means over the course of time I'd like my agency to be a household name in my area as the place to go for health insurance.
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This has been tried by doctors, dentists, stock brokers, real estate brokers (not part of a large chain) and other service vendors.
It can be done but it takes a long time and the 'trick' is not to try to brand the business name, but to brand your own name. People don't remember "Allstate" or "State Farm" they remember "sue Jones" or "Bob Smith" as the guy they met at the Rotary or Chamber meeting.
Free publicity and not advertising might be more effective.
I like the idea. I hope it works... but unless YOU get out there and give speeches, write articles, and become a 'joiner' I don't know. Everyone has heard of Allstate but those guys have to cold-call just as much as you and everyone who is not 'known.'
Stay tuned.
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