Our easy-to-read infographic includes great tips, tricks and tools, covering how to target, connect, follow-up, and measure your leads.

1. C
onsider the 80/20 princ
iple
Your independent insurance agency’s success
lies in your client base and client service—gaining
and keeping clients is what keeps you going. n
Although you may have a solid client base today,
you know the fluid nature of the insurance business,
and are always on the lookout for new clients.
n You need to constantly generate, follow up on
and nurture leads to keep your agency thriving.
As you track your leads, be sure you are logging your activities within your agency
management system. You can make things easier with a system that already has key
integration capabilities like synching with Outlook and mobile access. Partner XE
includes such capabilities, as well as real time connection to carrier sites to help
answer prospect questions. To find out more about how Partner XE can help you
track, convert and retain leads, contact us today at sales@sisware.com.
Diligence
Follow up a minimum
of 7 times before
“giving up.”
If you are unsuccessful
in converting the
prospect, record their
purchase date so you
can follow up prior to
renewal the next year.
Go the extra mile to
get in contact.
Tips
Lead Generation
for the
Independent
Insurance
Agent
Lead follow-up can be a delicate dance between staying on the
potential client’s radar and respecting their space. With this simple
acronym, you should be able to F.I.N.D., and convert, new leads.
F . I . N . D .
Focus
Follow up with every
lead, but zero in on the
most qualified.
Find out if the person
you’re talking to is the
decision maker—if not,
get in contact with that
person.
Ask what prompted
the lead to contact
you: there is a
difference in potential
between “I just moved
and must get new
insurance,” and “I’m
just browsing around.”
Immediate
Studies show following
up within 5 minutes can
make a lead 20 times
more likely to convert.
Reply immediately to
request forms—this puts
you in contact with them
at the height of their need.
Have an “off-hours”
person following up on
leads that come in after
business hours.
80% of your business comes from 20% of your clients
Identify attributes of your BEST CLIENTS and directly target others like them.
Target
Connect
Reach out to your market with a combination of direct, highly targeted
approaches and broad, far reaching tactics. Keep each approach clear and
concise, with a hook to prompt follow-up and a way to catch prospect info.
Email
Marketing
Referral
Progams
Word
of Mouth
Blogging
SEO
Paid Search
Social
Media
Direct Mail
Although that might sound intuitive,
statistics show that 80% of leads are never followed up on.
5min
Measure Keep track of your
work—know the what,
where, and how you
gained leads. Knowing
what works and what
doesn’t helps you hone
your strategies.
Four Stages of Lead Generation
Target Connect Follow Up Measure
Nurture
Nurture the
relationship with this
potential client.
Find out everything
you can by tracking all
your conversations and
taking good notes.
Know when is the
best time to contact
each lead.
Follow-Up
Once leads start coming in…
follow up . . .
quickly and professionally.
800.747.9273
About SIS
Headquartered in Columbus, Ohio, Strategic Insurance Software (SIS) is the team behind Partner XE—an innovative
web-based insurance agency management system that helps independent agencies streamline workflow and grow
their business. Built on a foundation of strong technology and exceptional service, we’re moving forward with a
constant eye on innovation that will make independent agents’ lives easier.
20x20x