How To Get P&C Insurance Leads As An Agent

As the biggest insurance sector in the US, property and casualty (P&C) insurance products cover a broad spectrum of necessary policies for both business owners and residents. However, potential customers aren't consistently in the market for these products. This is why P&C insurance agents need a steady stream of leads to achieve consistent conversions and sales. Leads are the potential customers who are more likely to purchase an insurance product than other consumers. With quality leads, you can focus your efforts on the consumers who are most likely to need insurance.

High Quality Leads Will Grow Your Business

Without quality leads, insurance agents would generate income based solely on renewals. While renewals are an important part of your business, you can't fuel growth with existing customers. In the absence of growth, businesses become stagnant and risk failing to stay afloat with rising business costs. By generating leads through a variety of sources, you can create sustainable growth as a single agent or a growing company.

Make More Money

At the end of the day, your business exists to make money. Like any industry, you have certain business expenses as an agent. The ability to generate new insurance leads offers an opportunity to increase conversions and ultimately grow your wealth each year. 

What is Considered a P&C Insurance Lead?

Someone who has expressed interest in the products and services you sell is considered a lead. This person is someone that is more likely to be converted to a customer than a consumer who isn't seeking insurance. Property and casualty insurance covers a variety of products. Therefore, a P&C insurance lead may be a consumer who has shown interest or requested a quote for commercial insurance, auto insurance, homeowner's insurance, or renter's insurance to name a few. 

While these products can potentially provide you with a large customer base, not every consumer who needs a policy is a prospective customer. Auto insurance is a requirement in every state, and as you might expect, some consumers have no interest in switching providers. However, a portion of your marketing should always concentrate on the benefits you can offer that your competitors might not. Generally, P&C insurance leads are consumers seeking a policy for the first time or hoping to increase benefits or save money by working with a different insurance agent. 

Most Effective Ways to Generate Insurance Leads

In today's age of communication, insurance agents have the advantage of access to lead generation tools, tested strategies, and new technologies to exponentially increase the potential number of accessible leads for any policy type. By combining a variety of lead generation techniques, you are most likely to create a successful pipeline with more potential conversions. These are some of the most effective ways to generate insurance leads.

Customer Referrals

Is there anyone who can sell your insurance policies better than you can? Your happy customers probably can. 92% of consumers trust referrals from people they know. Introductions to potential clients from satisfied customers or other people who already trust you give you the advantage of a shared connection to build immediate trust. This can lead to improved conversion rates and improved customer retention since referred customers have been proven to be 18% more loyal and have a 16% higher lifetime value.

There are a variety of ways to seek referrals from your existing customers. Besides setting up a referral program with rewards, you can ask customers directly and include easy-to-use tools like an email referral template. No matter what method you use to acquire referrals, remember to send the original customer a note of appreciation.

Be Active On Social Media

Your online marketing efforts should not be confined to your business website alone. 69% of insurance customers conducted an online search before scheduling an appointment with an insurance provider. Social media offers insurance agents a way to meet potential customers where they are and win trust with meaningful and engaging connections.

• Facebook: With the capability to post any type of content, longer posts that offer relevant information like policy coverage explanations, FAQs, and how-tos can be included in your feed. 
• LinkedIn: As a more professional social media platform, LinkedIn is ideal for agents looking to generate leads through content marketing. Try publishing articles related to the industry or share infographics that visualize complex topics in an easy-to-understand way.
• Instagram: Interacting with your clients couldn't be easier. Use Instagram to use visuals that connect insurance products to the valuable products they protect. Share related images and respond to comments and questions posted by other users.