As a licensed health Insurance professional, you want to grow your business, and marketing plays a significant role in capturing the attention of potential clients. It’s evident that there’s a market for insurance agents. But how can you reach prospects? Unless you have been in the Health Insurance industry, or any industry for that matter, for 20+ years; chances are leads and referrals aren’t steadily coming your way on a daily or weekly basis, or you wouldn’t be reading this post today.
The idea of marketing yourself may not sound like anything that concerns you, but it is a skill everyone needs to master. Here are a few strategies that I have been testing for effectively marketing myself as not just a health insurance sales agent, but also as an involved member of my community.
Identify your niche. What are your areas of expertise? What do you like to do during your free time? As life and health insurance experts, we have the opportunity to find a niche in several areas, but there is always that one area that is the pot of gold at the end of the rainbow. For some agents, it’s ACA (affordable care act or under 65 business), for other agents it’s Medicare, sometimes it's both or even all lines of products. Once you find your area of superior expertise, focus in and target on marketing to those who need your service and advice.
Invest in yourself. You cannot expect someone to invest in you if you are not investing in yourself. Investing in yourself can be as simple as staying current on what’s going on in your industry. Attending workshops, seminars, and trade shows are a great way to stay current on industry trends and meet like-minded individuals. Investing in yourself is the first step in getting people to say “Yes” to investing their time to hear what you have to say.
Be a service to others. “How can I help them?” Should be the first thought or intention when speaking to anyone. When I say anyone, I mean look around. Everyone you encounter has a story. As a life and health insurance professional, you have the opportunity to help them, to service them. All it takes is one conversation. Talk to them as a friend, get to know them. Be their trusted advisor.
Become proficient in social media. Now, you do not have to be an expert, but there are health insurance agents that are taking advantage of social media tools like Twitter, LinkedIn, Facebook, and Websites. By sharing some of your expertise for free, you can begin building a base of fans who trust you and look to you for expert advice. There are several resources that can help you get started to launch your personal branding.
Engage in your community. Put yourself out there. For example, once a week I google “events near me” and find networking events happening in my area. My current goal is to attend 4-5 networking events weekly. Mixers and open houses enable you to meet individuals in other industries who could use your product and connect you to potential clients.
Never underestimate the power of service organizations, business associations, or your local Chamber of Commerce. These groups offer a way to connect with other professionals and keep your finger on the pulse of your community.
Make sure to check out your local Chamber of Commerce events near you. Even if you are not a member of a particular Chamber of Commerce, you can still go to their websites and see the full schedule.
Monet Garcia - Licensed Health Plan Advisor, Keystone Advisors
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