February 21

Getting In Front of People Without Leads



I have spoken with many agents over the last several months and the one thing I keep hearing is, "how do I get in front of people?". There are many ways to get in front of people even when you don't have a constant stream of leads delivered to you. Depending on the product you are selling, there may be limitations in how you can approach a potential customer.

There are many ways to get in front of people even when you don't have a constant stream of leads delivered to you.

During this period of time, there is so much focus on not only people turning 65 but also Medicare eligibles that are part of the low-income markets. These are Medicare eligible people that also qualify for Medicaid and/or the Low Income Subsidy program. Beneficiaries that qualify for one or both of these programs are allowed to make a change at least once per quarter for the first three quarters of 2019. 

There are so many ways that you can work your local market to help you get in front of these Medicare eligibles. For example, setting up a resource table at a local food pantry, pharmacy, flea market, or other local stores in the community. Some agents work health fairs, events at churches and other local community events.


Leads, Leads, Leads

Leads are a popular way for agents to get in front of potential customers, but they can be expensive and provide low conversion rates. Spending too much on leads or putting yourself in a one-sided relationship with someone who will provide you leads can put a damper on your business.

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Returns for most lead drops range from .5% to 1.5%. That means each lead can cost an agent anywhere from $30 to $90. Those costs are difficult for many agents to absorb. Even if you do use leads to get in front of people, don't miss out on some other great opportunities.

Getting in Front of People Without Leads

Getting In Front Of People Without Leads

One of our recommendations for getting in front of prospects without leads is to look at retail opportunities. We have all heard about agents who have been successful working in a retail location. Why can't you?

You can start contacting retail locations or have your FMO help look into getting a booth at these types of places:

  • Big box stores like Walmart
  • Local pharmacies
  • Dollar Stores
  • Local laundromats

Many times, the more local a business is, the less time it takes to "get in." The great news for agents is that retail opportunities cost very little upfront. The most costly thing involved is your time. It will require for you to talk to a few people and maybe make a few stops at businesses, and continue to be persistent.

Watch this video from one of our top producers to find out how much retail locations contribute to his success.

Run Your Own Seminars

Another great way to get in front of people without leads is to organize your own seminars or meetings. Advertise your meeting by utilizing your current book of business for referrals. You can setup a seminar or meeting at a local restaurant and entice your guests with a nice meal.

Lunch meeting

Some carriers offer free marketing supplies and signage.

Tidewater Management Group's successful agents have given us a lot of hot tips on running a successful meeting and staying under budget. Here are a few to keep in mind.

  • Ask carriers for free marketing supplies and signage
  • Schedule your meeting at off meal times and many of your guests will have already eaten
  • Bring a nice giveaway for your guests and brand it to your business
  • Make sure you cover products that offer a good cross-sell

At Tidewater, we feel like this could be one of the easiest and least expensive ways to market yourself in your communities. If you have further questions feel free to give us a call at 888-622-9122. We are happy to speak with you in greater detail.

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