Did you know that there are now 412,000 insurance agencies and brokers in the US?
If you’re an independent agent, that’s a lot of competition. However, if you can successfully generate a steady stream of leads, you can make a very attractive income from selling health insurance.
Wondering how to crack the code on health insurance leads?
If the answer is yes, you’ve come to the right place.
Continue reading to find out some of the top-performing strategies for driving health insurance leads in our guide.
Optimize Your Website
One of the first steps to attracting high-quality leads is optimizing your website.
Having a well-optimized website will increase the chance of leads finding you through search. Besides this, it will also ensure that leads that come to you via other channels (such as paid ads or social media) are seamlessly drawn into your funnel.
Things like navigation issues, broken links, slow loading times, can drive away leads as fast as you reel them in. Therefore, make sure that you test for UX issues and make sure you optimize for page speed.
Besides this, you also want to implement thorough SEO across your site. Lastly, analyze its layout and aesthetic. What are you telling leads about your services through your design?
Is it clear and cutting-edge? Or does your site look like it was built in 2005?
Engage in Content Marketing
Besides optimizing your site, you should also make sure that it’s populated with informative, keyword-optimized content.
Content marketing is a powerful lead generation tactic that you can use to draw in health insurance leads from organic search. Statistics show that 71% of consumers want to learn about products via content instead of traditional advertising.
Medicaid leads and final expense leads are no exception to this. Nowadays, consumers are conducting more of their own research before directly engaging with agents. This allows you to target them in the research phase.
By creating valuable content that answers their questions, you can position yourself as an authority to health insurance leads and life insurance leads.
If you optimize your content and your site correctly, your blog posts are likely to appear in organic search. This generates organic traffic to your site. It also shows leads that you are an expert on everything health insurance-related.
When these health insurance leads reach the point where they are ready to engage directly with an agent, you’ll probably be the first one that comes to mind.
One of the main ways to start content marketing is by creating blog posts for your website. You can also create video resources, infographics, etc.
Video is a compelling content type, as it has high engagement rates. It’s also great for building trust and helping your leads get to know you.
Fine-Tune Your Sales Funnel
Another important strategy for drawing in health insurance leads is fine-tuning your sales funnel. If you have yet to build a sales funnel, now is the time. If you already have one in place, it might be a good idea to audit it and see where you can make improvements.
Always make sure that your sales funnel is tailored to target the different stages of the buyer journey. The buyer journey consists of four distinct stages. These are:
- The awareness stage (leads become aware of a need for more coverage)
- The consideration stage (leads research coverage options)
- The decision stage (leads make a final decision)
- The loyalty stage (leads either buy more coverage or switch to a different agent in the future)
When marketing to leads, you must adopt the right techniques and tone for where they’re at in the buyer journey. For instance, a lead in the awareness or consideration stage won’t react well to hard-selling approaches. However, targeting them with informative content can be very effective.
Once they reach the decision stage, more direct approaches will become effective.
Think about it; if you’re idly considering taking a vacation, you’d probably be interested in informative travel articles about great places to visit. On the other hand, if you’ve decided you want a tropical holiday and are ready to make your bookings, an ad for discounted stays in the Maldives could easily pique your interest.
Purchase Leads
Besides drawing in leads via your website and other strategies, you can also purchase health insurance leads directly.
Unlike other organic methods, purchasing leads is an instant way to increase sales and revenue. Strategies like content marketing take time to build and generate results.
Although organic strategies are effective over the long term, you often need instant access to insurance leads. If you’re starting as an insurance sales agent, your other lead generation methods may need some time to mature.
If you’re an established agent, there are still times when you may need to purchase leads to supplement your other lead sources.
No matter where you’re at in your insurance sales journey, purchased health insurance leads are a valuable option as they are a guaranteed source. When you purchase leads, you know exactly how many you’re getting.
In contrast, organic methods and paid ads are unpredictable. From one month to another, you can’t know for certain how many leads will come in. Purchasing leads solves this problem and fills in any gaps in your monthly lead flow.
The key to leveraging bought leads is to go with a good lead provider who you know will supply you with high-quality leads that convert.
Leverage Ad Retargeting
Another top-performing strategy for generating leads is ad retargeting. Ad retargeting is the practice of targeting ads to leads who have already shown an interest in your services.
Through cookies, you can track visitors who land on your site. After they leave, you can then choose to target paid ads to them.
This might sound counterintuitive. If someone has left my site, surely they aren’t interested, and I shouldn’t waste my ad budget on them?
However, according to reports, leads are 70% more likely to convert when you retarget them with display ads. This makes retargeted ads 10x more effective than standard display ads.
The reason why ad retargeting is so effective is that it draws leads back into your sales funnel. Most health insurance leads aren’t ready to buy as soon as they land on your site. They are most likely still in the consideration stage of the buyer journey.
By retargeting them, you’ll be reminding them of your services. As they continue researching their options, you’ll stay top of mind if your ads follow them around the web. From here, they might click directly on one of your ads, or they might even google you directly.
Use Targeted Ads
Facebook and Instagram offer a wealth of targeting options for advertisers. Ad targeting is valuable because it allows you to zero in on audiences that are most likely to respond to your ads. This can dramatically increase conversions and bring down your advertising costs.
If you’re trying to attract health insurance leads, targeting life events is ideal for maximizing your ad budget.
For instance, you can target new parents with ads around family health insurance plans with Facebook advertising.
If you’re looking to generate final expense leads, you should target users who are low-to-middle income and who are above 50 years of age.
Geo-targeting is also valuable for reaching leads within your immediate area.
Ask for Referrals
A frequently overlooked source of insurance leads is referrals. Many insurance agents hesitate to ask for referrals, thinking their customers will refer them of their own accord if they truly want to.
However, clients often don’t realize that you need referral business.
However, if clients have had a good experience with you, most are usually more than happy to refer you to any family or friends looking for insurance.
If you really want to ramp up health or life insurance leads through referrals, you can even start an incentivized referral program that rewards clients when one of their referrals purchases insurance through you.
Get Listed on Review Sites
Online reviews can be a pivotal trust point for leads, which is why you should try to get listed on as many review sites as possible. Statistics reveal that the more reviews you can generate, the better, as most consumers expect businesses to have at least 40 reviews before they believe their rating to be legitimate.
Besides helping to establish trust in new leads, review site listings are also valuable backlinks to your site. This is great for SEO, which ties back into optimizing your site to draw in more leads.
Are You in Need of Health Insurance Leads?
Leads are the lifeblood of any insurance sales business, no matter how big or small. Some of the best ways to generate new insurance leads are optimizing your website, using savvy advertising strategies, creating valuable content, and building a strong sales funnel.
However, if you need insurance leads fast, one of the best ways to get them is by purchasing them from a reputable lead reseller program.
Are you in need of good-quality health insurance leads? If yes, we specialize in supplying agents with health insurance and final expense leads.
Unlike other sellers, we focus on quality leads at affordable prices. We believe that you should be able to buy exclusive leads for a reasonable cost.
Browse our leads categories today for a range of Medicare and final expense packages.