Description:
Insurance Marketing - How to Get a Flood of Referrals From Competitors
By Steve Aylor
Yes, that's right I said Competitors ... This might be the Ultimate of Ultimate Insurance Marketing strategies.
As a 24-year veteran of the insurance industry specializing in commercial Property & Casualty, I've come across quite a few referral marketing strategies in my tenure. However; none of them have proven to be as gratifying and successful as the system I will discuss with you today. As I write this, I am hesitant ... I feel as I'm giving away the "secret sauce" recipe to a million dollar insurance business. Treat this information that follows as the Golden Goose that it is and you will be a wealthy P&C Agent.
Insurance marketing can sometimes be surprisingly simple and logical if we will just take the needed time to plan a strategy and actually IMPLEMENT it. This method illustrates this very well. Who'd have thought that there would be a simple, cost effective strategy that would have some of your fiercest competitors lighting your phones on fire with referrals? Frankly, had I not been experiencing the results of this referral methodology first hand, in the form of my own phone lighting up - I'd be rather skeptical, as you might be at this moment.
This single referral tactic has generated a lifetime of income for a rather successful southern California independent agency I'm intimately familiar with. Not just a meager income, I'm talking very substantial. If you are willing to follow a plan, maintain a high level of integrity and carefully target the RIGHT competitors, this program can work for you and your agency as well.
Who Are The Right Competitors To Target?
If you've been an Independent Agent or Broker for very long, you know that there are a few direct writer agents that are prevalent in nearly every state. They have a massive agency plant in place - which gives you massive opportunity. These direct writers are also doing relentless television marketing campaigns and driving prospects to their phones. Here's the good news ... they can't write 30-40% of what they see each week. What are 90% of these agents doing with those leads? Nothing. Neglecting to call them back, perhaps developing a bad reputation, and showing the local community their limitations. I mean who has time to call back a desk full of calls you can't do anything for? The trick is knowing which direct writer agents are the most likely to send you a referral vs. letting that prospect evaporate. There are effective methods and reasons why you should focus on one specific direct writer agency plant vs. the others. Not to worry, there are thousands of them in nearly every state. You'll only need a handful of key partners to strike referral Gold!
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Why Would Your Competitor Refer You?
The reasons are plentiful. Your objective, once you decide to undertake this method of generating referrals from your competitors, will be to point out these glaring reasons. You'll help them solve a problem that ALL insurance agents face. This major problem we all face will be the driving force of making your phones ignite. Master it, articulate it to your potential referral partner, and develop your strategy to solve it with a high level of integrity, and you will have a stream of referrals you've never thought possible.
As you might imagine, your competitors will have a very high initial level of skepticism as to why they should send YOU a referral. You will need to be prepared with reassuring proof. You will need a plan you can communicate to your potential referral partner that assures them every precaution to protect their interest will be taken. We developed two elements to our plan that have paid huge dividends. They are so powerful, they get our Direct Writer referral partners to not only refer us their clients, friends and family, but also other direct writers they know in the area! It's truly magical. Secret sauce ingredient #3
5 key reasons your competitors might refer you to their client. A Sample
Johnny, their 18 yr old son just picked up his 2nd moving violation. Their direct writer company wants the kid to be removed from the policy or they will terminate the whole auto account. Without an effective way to insure the youthful driver on his own, this would likely expose your referral partner to lose not only the auto line, but the home, umbrella, and perhaps boat or rental property to yet a 3rd competitor to both of you. If Donny Direct Writer tells his client, "Joe, we need to take Johnny off the policy and you need to go shopping for quotes for him, because we can't help you ... sorry." ... what do you think is going to happen to that account? Ivan Independent Agent is going to swoop up on the whole account faster than a NY minute!
This direct writer agent is highly motivated to find a solution to this issue, but alas he can't, unless they have someone like you. Some agents could very easily solve it, others cannot. Knowing which agents desperately need to partner with an Independent Broker is the key ingredient to the secret sauce. Another vital element is knowing how to articulate to your prospective referral partner, the 5 Key situations where they have been exposing their client base to peril by not using you as a resource.
Combining The Secret Ingredients Equals a Million Dollar Referral Recipe
For the enterprising agent or broker, this article provides enough information and strategy to direct you on a path to a very successful referral strategy. Once you identify the 5 Key Situations your competitors need you, and develop a plan that secures your referral partners interests, and finally ... you know the secret to identify the right Direct Writer agents to target - You will have a home run referral strategy that can pay you a handsome residual income for a lifetime.
Want all the Ingredients to the Secret Sauce? Look below for a link to the report... Insurance Marketing Secret Sauce Exposed - How To Get Referrals From Your Competitors.
To your success,
Steve Aylor
Author of Backlink Goldmine
Backlinks by the 1,000's
Fill in all the blanks and shortcut your learning curve. Read in great detail how we perfected a system over 42 years that generates a flood of referrals Daily, Weekly and Monthly.
Insurance Marketing Secret Sauce Exposed - How To Get Referrals From Your Competitors
http://www.4morereferrals.com/secretsauce
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