How to Get Leads for Your Business

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La Rae Mills
La Rae Mills January 6, 2023

La Rae is responsible for exploring Medicare business and related areas to strategize new industry opportunities. She also works closely with clients and prospects to ensure we’re offering the products and resources they need.

Disclaimer: With Medicaid, VA, and insurance regulations frequently changing, past blog posts may not be presently accurate or relevant. Please contact our office for information on current planning strategies, tips, and how-to's.

As you look ahead to the coming year, you may be wondering how you can continue to grow your business. Two common questions we get from agents are, “Do you have leads?” or, “Where can I get the best leads?” Although there are plenty of companies that will sell you leads, some claim to be qualified leads while others sell the same leads to multiple different agents. Unfortunately, buying leads can be very expensive, and difficult, and it often results in little to no sales.

Read More: Long-Term Care: The Biggest Threat to Your Client’s Retirement Plan

Tips for Generating Your Own Leads

The reality is leads are a key part of any business, and it can take a lot of time and perseverance to build your referral list. Finding new leads often boils down to building relationships and staying in touch with those around you. Developing strategic relationships in the business sector and in your community takes some extra time and energy, but the payoff is certainly worth it! After all, the goal is for prospective clients and referrals to immediately think of you as the expert in the product you are selling.

1. Prepare an introduction for yourself and your business.

As you attend gatherings, events, and daily activities with strangers, be prepared with a meaningful introduction. Formulate a few sentences to introduce yourself and share what you do, especially in response to the inevitable question: “What do you do for a living?” Use this introduction with everyone you meet, and don’t be afraid to think outside the box! You never know who you’ll meet at the doctor’s office, sitting next to you on a plane, or getting your hair cut.

2. Be interested in people and remember their names.

When you meet new people, be sure to get their names and remember them. If you are not good at remembering names, search for tips to help. For example, use the person’s name in the conversation immediately after learning it, and try to use it three more times as you speak with them. After the introduction, you can respond, “It’s nice to meet you, Julie.” Then, a bit later in the conversation, you can insert something like “So, Julie, tell me about…” During the close of the conversation, you can say, “I hope to see you again soon, Julie.” This simple tactic inspires a positive introduction and can really help you remember someone’s name.

3. Get involved in your community.

Whether you’re interested in volunteering or simply joining local groups, it’s crucial to be involved in your community. These opportunities may include:

  • Religious organizations or churches
  • City or township activities
  • Chamber of Commerce or business networking groups
  • Your local chapter of NAIFA, NAILBA, or NAHU
  • Local sporting events, especially if your kids, grandkids, or other loved ones are involved
  • Book club, knitting group, golf league, or another group of interest

You can also sponsor educational events in your community to teach seniors about certain topics of interest. If you build relationships with senior centers, community education organizations, churches, and libraries, you can offer to sponsor free events and bring in guests to speak about Social Security, Medicare, long-term care, health-related topics, or retirement planning.

4. Keep clients and loved ones up to date on your business.

Share details about your business, including what you do and who your ideal client is, to your current clients as well as your family and friends. The strongest leads are referrals from existing clients and loved ones, so make sure you take advantage of opportunities to discuss your business. You can even offer a yearly plan review with current clients and others who are interested. Depending on what products you sold to them, they may not have used the policy yet and may have forgotten how the benefit works. At the end of the review, ask if they have any friends or family members who could benefit from your products.

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While some agents may find success in purchasing leads, these results are few and far between. That’s why we recommend focusing on building relationships with people. Over time, you will create your own lead sources, and those referrals will lead to more referrals. So, to answer the question, “Where can you get the best leads?” From the relationships you build within your own community. For more tips on building your business in 2023 and beyond, please reach out to one of our team members, and we’d be happy to help!