Selling to a niche market, such as the senior market, can be a lucrative career move for an insurance broker or agent. Senior insurance leads can be profitable because the pre-retirement stage causes people to rethink their finances and insurance rates.
Senior insurance leads are out there, but how do you find them? Unlike past popular marketing strategies, there are more than a few ways to draw out the senior insurance market. We have 10 things you can do starting today to fill up your book of business with senior clients.
- Host a Webinar
Pick a webinar platform such as Zoom, GoToWebinar, Livestream, or one of the other popular webinar platforms. Create content seniors are interested in, set a date, and invite all your clients to attend. Ask your younger clients to invite their parents or other senior individuals they know.
- Leverage Social Media
Seniors are socializing more on social media than they used to. According to Pew Research, 83% of people ages 50 to 64 own a smartphone. Many frequent such sites as Facebook, LinkedIn, Twitter, and Instagram.
A post per day on topics like retirement, life insurance, or Medicare will be enough to get a steady stream of followers going.
- Invest in Pay-Per-Click Ads
Google and Facebook ads are intuitive and easy to set up. Both platforms make it easy to set a budget and stick to it. You will also be able to set demographics such as age, location, and much more. Then, the ads will display for your target audience automatically.
- Be Proactive About Customer Service
Review each client’s account at least annually. Be proactive about reaching out to them and offering the products and services they may need during this season of life. For example, during conversations with seniors, ask questions about when they plan to retire and the changes they plan to make as the time grows nearer. Anticipate their needs and reach out to them at the proper time.
- Network in the Right Circles
Community events are always good places to interact with local seniors. Make time to attend coffee meetings with seniors and visit senior living communities to get acquainted with seniors and their needs.
- Respond to Negative Reviews
Consumers of all ages leave online reviews, and they read reviews before buying most things. A BrightLocal survey showed that 77% of consumers almost always read reviews before making a purchase. The survey also showed that 57% would not patronize a vendor that does not respond to negative reviews.
- Get Listed on Online Business Directories
You must be visible online for seniors to find your insurance agency. An excellent place to start is with your Google for Business listing, and there are other business directories as well. The listings will also increase your brand awareness and rank you higher on internet search engines.
- Always Ask for Referrals
Some of the highest-earning insurance agents never leave an appointment without asking for referrals. Happy clients want their friends and family members to have an insurance agent they trust, and they are happy to give you the names of people who may need your services.
- Start a Blog
If you have ever heard the expression, “content is king,” it is because it is true. According to Pew Research Center data, 91% of adults look to the internet to find information. Meaningful content will lead them to your website. Set up a blog and post short articles to keep visitors returning to your website repeatedly.
10. Improve Your Website
View your insurance agency website through the eyes of visitors. Is your website pleasing to the eye? Is it easy to read? Can visitors navigate the various topics with ease? Do you have a visible call to action button and contact form? A great website that is easy to navigate is an intelligent investment. Many companies, like American Senior Benefits, will provide their affiliated agents with a website they can use to accomplish this.
Final Thoughts
To learn more about finding senior insurance leads, contact us at American Senior Benefits. Our affiliated experts will be happy to answer any questions you have.
