My brother sells insurance with Liberty Mutual in NJ. What are some ways for him to get more customers.
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Hit the streets!
The best way to sell outside insurance is to always be in front of someone to pitch your product. The more you pitch, the more you sell!
Lower the rates and they will come. Most insurance companies charge way too much for their products, especially since they are quick to collect the premiums and slow to pay out. Life expectancy is now over 80, but they still think everyone is going to die at 65 and charge the highest rates once one gets to be 50. I would rather put my money into an IRA than pay an insurance company.
You ask this question a lot.
Advertise, advertise, advertise. Give good service to his current clients. No better advertising than word of mouth. Most of our clients come to us from referrals.
Go to local banks, car dealers & realtors & leave a bunch of your business cards. Talk to people in these places, shake lots of hands. Join the local Chamber of Commerce. Network with other local business.
Try to write business insurance for the local businesses. That is where most of the money is. Talk to Liberty Mutual. See what their “niche” market is for businesses.
See if Liberty Mutual has a marketing dept. See if they will pay for some of the advertising costs.
Good luck to him.
You’ve got to beat the bushes. He’s going to have to start talking to passers-by on a daily basis. If he belongs to a health club he could strike up a conversation there. How about the people that have sold things to him. Bankers, real estate agents, car salesmen, etc. All these people would be good ones to talk to because if he can write them and start a working relationship, they just might send some business his way. For insurance agents, reciprocal working relationships with other members of the business community can be key in growing clientele.
Advertising is one of the best ways to go. Word of mouth is nice (and cheap) but reaches a very small portion of the population. TV and Radio are expensive and basically amount to shooting a shotgun in the air and hoping you hit something. The one inexpensive medium that is very successful is yellow pages. When someone goes there, they are looking to buy. I do recommend the Yellow Book. It has a great pring product and online product (yellowbook. com). The rates are great and most markets offer some sort of bonus ads (Buy an ad under insurance, get one free or reduced rate under auto, life, etc. ). Yellow Book has the second largest sales force in the nation so all you need to do is call 1-800-YB-Yellow and they will get someone out to you quickly. Good luck!