Every good agent wants to build a lasting book of business. That means that existing clients need to call you the next time they need insurance. I suggest you build relationships with Drip Email. For those of you who are really out of the loop. Drip Email is having a system that automatically sends an email at a predetermined time period.
The nature of health and life insurance is that your clients won’t need your product again of many months or ever years. When I first started selling health and life insurance I went to a prospect’s home or business and presented to them. If they bought great, if not, so what, either way, I was on to the next prospect and I had nothing in place to contact them again. It didn’t take me long to realize that if I wanted to build a lasting business that practice had to change.
Build Relationships with Drip Email.
Drip Email was the perfect solution to the problem. Once you have met with a prospect that person knows your name. They took the time to listen to your presentation and if you are good at what you do, you now have a rapport with them. Why would you not want to stay in contact with that person so that when they want health or life insurance again they will think of you. Simply ask if you can send them an email once a month so if they ever need to get ahold of you again they will know how to reach you. I almost never had a person say no to that question. Then you simply add them to your email campaign.
You need to establish yourself as the insurance professional that will always be there to help them. I guarantee that no other agent is staying in touch with them. So this is your opportunity to be the agent that they can count on to answer their questions. Remember you already have a rapport with them. So use that rapport to get future business. I also recommend that you call them once a year just to touch base. Read more on that here.
I recommend sending an email once a month.
To build relationships with drip email you will need a campaign with 12 emails scheduled to send once a month. This is a never ending campaign. So you will be in contact with your prospects and clients forever or until they change their email address or opt out of your emails. (SPAM laws require that your emails have an opt out link and show your name and physical address at the bottom of the email.) I had 8 email that talked about the different products that I sold. Annuities, Cancer, Accident, Health, Life, etc. Each email was short and to the point but gave good information on the features and benefits of that product. And every email mentioned referrals. 2 Emails were a good recipe for a desert and 2 emails with a short message about what a great agent I was.
Over the years I started to see amazing results from my Drip Email Campaign. Within the follow 2 or 3 days after my drip email was sent each month I would have anywhere from 2 to 5 people contact me and ask for a quote. And what was interesting, was that most of the time the quote they wanted didn’t have anything to do with the email that was sent that month.
Over time you will start getting sales every month.
What happens is that each month my prospects and clients would see my email and say to themselves. “That’s my health agent” or in the case of a prospect, “that is that insurance agent I met with a while ago” and then they would delete the email. This would go on for months sometimes years and then, when they saw my email they remembered that they wanted a quote for Life Insurance, or Cancer Insurance or whatever, and they would click reply on the email and ask for a quote. Now and then I even got requests for Auto and Homeowners insurance quotes. And of course every month I would have clients call me when they had a rate increase or a question about their policy. When this started happening I knew I had accomplished what I had set out to do. I was now their Insurance Agent and whenever they needed insurance they would call me. I had in fact used email marketing to Build Relationships with Drip Email.
Get a Good System.
All good Contact Management Systems offer drip email and good ones will also have predone emails that you can use. This is a huge benefit when it comes to getting started as you won’t have to take the time to write all those emails. I would never recommend trying to handle a drip email campaign without a service that has a system for sending drip emails to groups of people. The cost of these services is minimal compared to the benefits you will receive over time.
I highly recommend that you use Email Marketing to Build Relationships with Drip Email and over time you will be getting sales that would have been lost.