Generating Leads in Insurance with Facebook Ads

How are you planning on generating new insurance leads for the new year? While traditional forms of marketing are still being used more small businesses are turning to social media sites such as Facebook to continuing raising brand awareness.

Why should I create social ads?

Facebook continues to be the most widely used social media platform at 2.5 billion monthly users. Think about all of those users and quoting opportunities in your area you are missing out on. Ads have a powerful impact on people’s buying decisions, as many as 50% of users click on an ad and it has influenced their buying decision. Here are a few reasons why Facebook ads should be part of your lead generation:
  • Cost-effective. Facebook ads are easier on ROI.
  • Audience insight. Get immediate insight on who is clicking on your ads.
  • Online traffic. With your ads, you can direct traffic to your website.
  • Split testing and targeting. Not sure which ad will do better? Not a problem. Try two different ads and see which one does better.
You don’t need to replace your whole marketing strategy with social media ads, it’s important to use multiple forms of marketing to create brand recognition. Check out this post on creating a hyperlocal marketing strategy and how you can use social ads to enhance your strategy!

Step 2: Using Custom Audiences

Creating a custom audience is a great way to generate leads because you are taking your list with email addresses uploading it to Facebook and then putting an ad in front of that audience that reinforces your insurance agency as an industry expert.

Step 3: Writing Your Ad

When it comes to writing your ad, how are you going to get insurance prospects to stop their scroll? Remember when you are creating your ad, it’s important to stand out and catch potential customer’s attention. Here are four tips to help you write your ad:
  • Audience. Use words that are specific to that audience and have to do with your ad.
  • Create tension. Remind the audience why you’re the insurance agent to go to. Try to either sympathize or empathize with the customer.
  • Give an answer. Don’t forget to answer the tension you’ve created.
  • Call to action. Make this something easy to do, such as visiting your website.
Don’t forget to put an image or short video with your ad! Ads that contain some type of graphic are 75%-90% more effective than ads with just text. Stop missing out on the conversation and start being part of the conversation today! Start generating leads in insurance with Cole X-Dates, a prospecting platform for insurance agents.

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For over 70 years, Cole Information has been helping insurance agents connect with prospects. Start creating more quoting opportunities today with Cole X-Dates.

3 Tips for Creating Strong Insurance Leads

As an insurance agent, generating strong insurance leads and keep your insurance agency competitive is vital. There’s nothing more frustrating than getting the same insurance leads as a competitive agency, right? Here are three tips to help you start creating strong insurance leads.

Tip 1: Identify your prospective customer

Before you start connecting with prospective customers, it is time to evaluate your ideal prospect. So how do you do that? Analyze. Look at your policyholders from the past year. Do you notice any trends? Be on the lookout for: – Demographics. Such as life events or age. – Area. See if there is a pattern of where your policyholders live. By identifying your place in the market, your reach will go much farther and you will be able to generate more meaningful insurance leads.

Tip 2: Think Hyperlocal

Once you’ve identified your ideal prospect, it’s time to start thinking hyperlocal. Hyperlocal marketing is a strategy that focuses on a targeted audience within a local area, such as a neighborhood or zip code. So taking your ideal prospect and identifying where they live and common traits that make sense for your business plan can help you develop a hyperlocal marketing plan. By marketing to a specific demographic or localized area based on trigger events such as expiring policies you can drive name recognition and let prospects know you are the go-to insurance agent in the neighborhood that can provide them with a competitive quote. Here are three tips to help you develop a hyperlocal marketing plan:
  1. Mail: create a flyer that has content specific to the needs of the area you are targeting.
  2. Outbound calling: follow up the direct mail piece with a quick 10-minute phone call. During this call asking if you can provide a potential with a competitive quote.
  3. Email: drop an email asking if there are any additional questions you can answer and make the ask for an appointment.
  4. Social media ads: take the same list your calling and emailing and throw a customized Facebook ad in front of them.
Prospecting and lead generation can be a challenge even for the most experienced insurance agents, but by thinking hyperlocal you can focus on the leads you can reach and feel less overwhelmed.

Tip 3: Follow up with insurance leads

While it’s important to give a potential client time to think about the quote or switching policies, following up is something that can help a client know you’re serious about helping them. Try creating a schedule that allows you to have dedicated time to following up with leads. Check out our guide on How to Schedule Your Day and Grow Your Prospects. You can get started by:
  • Setting aside one to two hours a week in your schedule that is dedicated specifically to following up on leads.
  • Take effective notes so when you follow up, you can remember the conversation and any key points.
  • Ask questions. Once you are able to establish a meeting or create a quote ask questions so you can get to know the needs of potential clients.

What is Cole X-Dates?

At Cole, we understand that it can be difficult to reach new customers at the right time.  Cole X-Dates is a proven prospecting platform that helps insurance agents increase their contact rates and create meaningful insurance leads with more than 250 data points.

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For over 70 years, Cole Information has been helping insurance agents connect with prospects. Start creating more quoting opportunities today with Cole X-Dates.

Real Estate Agent’s Guide: Hyperlocal Strategy

When it comes to prospecting for new clients, do you find yourself looking at your calendar and finding other things to focus your time on?

Prospecting and lead generation can be challenging and time-consuming. From the most experienced to the newest agents, it can be a struggle, and prospecting doesn’t have to feel that way. So how do you handle your prospecting? At Cole, we find most of our customers have success with their prospecting and lead generation by focusing on creating a  hyperlocal strategy. So, let’s break down how you can create a hyperlocal marketing plan today!

What is a Hyperlocal Marketing Strategy?

Let’s start by defining what hyperlocal marketing is. Think of hyperlocal marketing as a strategy that focuses on a targeted audience within a local area. By marketing to a specific demographic or localized area based on trigger events such as new and sold listings you are able to drive name recognition and letting prospects know you are in the area. So how do you get started? Evaluate. Look at your sales from the past year, do you notice any trends? Look at the demographics of your customers and the areas they are moving to and from. Try asking yourself some of the following questions:
  1. Demographics. Is there a certain age group you sold and listed houses with?
  2. Lifestyle. Did your customers have families  or where they downsizing?
  3. Area. Is there a new and upcoming area that your clients were moving to?
By defining your place in the market, your hyperlocal marketing strategy will go so much farther and you will be able to generate meaningful leads.

Why is Hyperlocal Marketing Important?

As a real estate agent, you want to be generating meaningful leads and reach your intended audience without spending all of your marketing budget on a single campaign. By focusing on a hyperlocal level, you will find your marketing budget will go so much further. Here are some tips to help you get started:
  1. Brand Awareness. Now that you’ve identified your marketplace, it’s time to create name recognition. Creating multiple touchpoints by sending out flyers, cold calling, emails or targeted social media campaigns you are driving your name into client’s minds so it’s your name they remember when they are ready to move.
  2. Social Media Marketing. COIVD-19 has changed the landscape for many businesses. With more people spending time on social, now is the time to start running ads.
  3. Create Specific Content. What is interesting and unique to the area? Give a shoutout to local businesses in the area and show clients what makes the area desirable to live in.
Real estate agents across the country are growing their hyperlocal marketing strategy with Cole Realty Resource. Brokers and agents can access the data they need to grow their sphere of influence, deliver high-quality leads, close more transactions, generate additional commission revenue and increase company profitability. Start generating more leads with Cole Realty Resource.

Keys to Prospecting Success in Real Estate For Agents

As a real estate agent, generating leads and staying top-of-mind is vital to your prosperity.

Whether you are a real estate agent with years of experience or a new agent just breaking into the market, prospecting can be challenging. Check out our keys to prospecting success in real estate.

Key #1 Evaluate Your Business Plan

Business plans, sound simple right? Many of us never actually take a moment to write our plans. Your plan could need some updating, maybe you got a promotion or you’re just breaking into the real estate industry. Whatever your reason is, now is the time to create a business plan that identifies your goals and your target audience. By doing this you are giving your business a chance to generate leads and keep yourself top-of-mind. Take 15 minutes and fill out our free Business Health Check.

Key #2 Create a Hyper-Local Marketing Plan

Hyper-local marketing is a concept that we highly encourage at Cole and is something you can start doing! Now that you have evaluated your business plan. How do you focus on those prospects and generate leads? Hyper-local marketing in real estate prospecting is all about marketing to a specific demographic or localized area such as new and sold listings or open houses is an ideal way to become recognized in the neighborhood. When starting your hyper-local marketing plan try creating three touchpoints such as sending out a flyer, creating a targeted social media ad campaign and follow up with a phone call. By creating these touchpoints you are driving name recognition into prospects’ minds which in turn will help you with real estate prospecting. Think of hyper-local marketing this way, when a prospect is ready to move or when you follow up with a phone call, it’s your name they remember because they’ve seen it in their mail, around the neighborhood or on social media.  This should be one of your main objectives when real estate prospecting because this will help you keep your sales funnel full.

Key #3 Prospect

Did you know over 60% of home sellers use the first agent that contacts them? By prospecting, you are taking that initiative and reaching out to a potential customer that could just be waiting for an agent to contact them. Here are a few tips, so you can start prospecting today:
  • In your schedule, try scheduling one to two hours a week aside which is specifically for prospecting.
  • Ask questions, that allow you to get to know a potential customer but also get a feel for the neighborhood.
  • Take notes during your conversations. This is vital because when you go back to follow up on a lead, you know what the last conversation was about.

Key #4 Mindset

We all know the real estate market is a highly competitive industry, with other agents trying to prospect, just like you. It’s all about staying top-of-mind and hearing rejection can be tough on the mind. When your schedule is jam-packed it can be easy to forget to take a break. Start with taking five to ten minutes each day to focus on your mind. Find a quiet space and focus on your breathing, this can help improve your mood and lower anxiety. In turn, you can focus better on your real estate prospecting. Agents across the country are growing their sales prospecting with a multi-channel strategy.  With Cole Information’s technology platform, brokers and agents can access the data they need to grow their sphere influence, deliver high-quality leads, close more transactions, generate additional commission revenue and increase company profitability.

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For over 70 years, Cole has been helping agents and brokers get more listings nationwide. Start generating more leads today with Cole Realty Resource!

The Personal Marketing Company

Helping Real Estate Agents generate leads and stay top-of-mind.

The real estate landscape has gone through some drastic changes with COVID-19. Creating a marketing plan that works can be stressful and many agents may think that right now, they don’t need to invest in their marketing strategy. The truth is that there is so much going on in the real estate landscape that you cannot afford to pass up this opportunity to generate leads and stay top-of-mind. It can be a struggle to find the right balance in creating a marketing plan and selling houses. Since 1978 Kansas based company, The Personal Marketing Company (TPMCO) has been helping real estate agents create a plan that is easy, seamless and specific to agents’ needs. For over 40 years TPMCO has been right alongside agents and helping them increase their sphere of influence. TPMCO helps agents farm a specific neighborhood, announce Just Listed or Just Sold properties, generate referrals and stay in touch with past clients. Set and forget, is how Kyle Baack, Chief Innovation Officer, and President describes TPMCO. What started off as just sending out direct mail pieces, has now evolved into becoming a more automated process and helping agents from start to finish. “Agents tend to be swamped and have millions of things going on and our services help automate those processes that take up time and in turn save the agent time,” says Baack.

Create a Specialized Marketing Plan

Not sure where to begin with your marketing plan? Don’t worry TPMCO offers variety of products. They can help agents create a plan that fits the type of campaign they are looking to run, from announcing listing activity, custom newsletters (digital or print), and even create a targeted marketing campaign. During COVID-19, Baack and his team have seen requests for sending out personalized postcards. Right now their top product is sending out postcards with recipes and agent’s contact information. This unique piece stands out as a person is going through their mail. Since more people are at home, they are spending more time in the kitchen. By sending out mail pieces like this, it helps keeps an agent’s name top-of-mind because it a unique piece. When a prospect is thinking about feature plans for their home, they are more likely to think of your name. “More and more people are at home, so it’s very frequent that we are going through past recipes because they are so popular,” says Baack.

Create a Seamless Process

TPMCO also looks for ways to set themselves apart from other companies that offer similar products and services. One way TPMCO does that is by overseeing the whole marketing process for an agent. Baack’s team is right alongside the agent, by focusing on what the agent needs, to product and design and even distribution. “If you have a sphere of influence that you would like to stay in touch with us, we can create a campaign that fits your needs and we will take care of the rest,” says Baack. For more information on The Personal Marketing Company and the services they offer, please visit www.tpmco.com

Keep Productivity Going Strong

Are you feeling like you’re not as productive as usual? Don’t worry you’re not alone. COVID-19 has completely changed the way many businesses are functioning and that required many of us to change our work habits and put an impromptu workspace together without much of a plan. Maybe you have a small space or you have to share it with your family and the kids use your space to do their homework. It’s easy to allow our workspace to get cluttered and our productivity levels go down without thinking about the space around us. With a cluttered workspace, it can be easy to always be looking around and feel overwhelmed.

Distractions

A messy desk can create visual clutter which in turn doesn’t allow you to focus on the task at hand. With flyers from your open house or a pile of past listings on your desk, you’re busy looking around wondering what leads you’re missing out on instead of focusing on the leads you have in front of you. Or you’re busy thinking about that open house and what could have gone better instead of a listing you just got.

Digital Clutter

With so much work shifting from paper to digital, it’s easy to think that the clutter doesn’t exist if you don’t see it. Whether it’s paper or digital clutter can easily be created. The computer desktop is your main hub, and when you’re in the middle of a big open house or closing a sale, it is super easy just to save everything on your desk because it’s convenient. Most people spend at least 30 minutes to an hour a day looking for papers or files.

Lower self-confidence

Research from the University of Chicago Press shows disorganization can make us feel like we have to push through a task to get on to the next one and way may not be producing our best work. Without a system, in place, you may be just a second too late on a lead.

Tips to Create a More Productive Workspace

Here are three tips to get you started: #1 Organize. It doesn’t matter if it’s paper or digital. Create a simple filing system for projects, leads open houses, clients, or important documents. By doing this you can spend that 30 minutes to an hour following up on a lead or closing on a sale. #2 Natural light. Letting some natural light not only increases productivity bur increases overall mood. Workers with windows in the workplace had 173% more white light exposure during the workday and slept an average of 47 minutes more per might. #3 Add some greenery to your workspace. Now that you’ve arranged your workspace and created a filling system, it’s time to arrange fill in some of the space. Did you know that incorporating plants such as a cactus, fern, or flowers increases your productivity by 15%? Remember the perfect organizational system doesn’t happen right away. Take your time to create the perfect system and spaces that work for you. If you need help figuring out new plans for your work, yourself, and your community, download our free Personal Evaluation Guide.

What’s Your Selling Style?

Have you ever thought about your selling style? How do you find sellers? Most agents may never stop to think about their selling style, but it could be the key to keeping your lead generation going strong, which is vital to keeping you top-of-mind. Let’s start with defining your selling style. At Cole Information, we have had the pleasure of working with over 35,000 agents across the country and have found two main selling styles. So let’s break down what each selling means.

Consultative or Aggressive?

Consultative sellers focus on creating value and trust with a prospect and exploring their needs before offering a solution. Aggressive sellers believe the right clients are out there waiting and all they have to do is find them. No matter which selling style you are, there are clients out there that have a product to sell and they need your help!

Tips for Consultative Sellers

Start with researching the neighborhood. Think about what makes the area unique and what the demographic for the area is. By doing this you can create a hyper-local marketing approach that will allow you to focus on creating awareness and name recognition. Follow up. When talking with clients, create time to follow up and see if they are ready to take the next big step. Trying calling the neighborhood, many clients hire the first agent they talk to.

Tips for Aggressive Sellers

Start with being strategic! Research a new area that has a lot going on and learn what makes that area desirable. Just like with consultative sellers, agents should create a hyper-local marketing plan that focuses on the hot leads. When listing a house, host an open house just for the neighborhood, sometimes the buyer is right there in the neighborhood. But be careful. While talking to people, it’s important not to write them off too quickly. Even if you prefer a client that is ready to buy or sell right now, don’t leave money on the table. Whether you are a consultative or aggressive seller, one thing still holds true and that is prospecting. Chances are your next client is nearby your most recent sale or listing and by picking up the phone and talking you’re making the connections for your next deal! Take our quiz today and find out which selling style you are! No matter what your selling style is, Cole Realty Resource can help you connect with homeowners in a way that works for you.

Create a Strong Lead Generation Strategy!

Tired of getting the same leads as other agents? Are you looking for a way to stand out of the pack but not sure where to start? Now is the perfect time to change up your lead generation. Get started today with these three tips!

Tip #1 Create a Business Plan

This sounds simple but many of us don’t have a plan in place. When creating a business plan there is an average increase of 27% in business. Maybe you have a plan in place but with COVID-19 your plan may need an update or you are just starting in the real estate industry. By creating a solid plan you can start setting goals, creating timelines and ideas for your business. Not sure where to start or need help? Check out our real estate Business Health Check.

Tip #2 Define your Buyer Persona & Niche Market

It’s important to be constantly analyzing your sales, defining your buyer persona, and hitting your niche market. A buyer persona is a semi-fictional representation of your ideal customer and can help you focus your time on qualified prospects. By identifying your buyer persona you will then be able to focus on the leads that are coming in. There are two categories for leads: Category A are the leads that are hot and ready to buy now, while Category B are the leads that take a little more time to nurture and won’t be ready to buy right away. Building out your buyer persona allows you to see which category your leads fall into. Don’t forget to analyze your sales from the past year. While analyzing your sales look to see if there are any patterns such as:
  • Similar occupations
  • High time for sales
  • Clients come from a certain referral
By taking the time to evaluate and analyze your sales from the last year you can define what makes you unique as an agent!

Tip #3 Think Hyper-Local

Are you looking to expand your reach in a specific neighborhood? Let’s talk about creating a hyper-local strategy and what that means. Hyper-Local is the process of targeting prospective customers in a highly specific area, sometimes within a few blocks or streets of each other. Here’s an example of to think hyper-local: think back to where you best customer lives. Can you create more sales in that neighborhood-based on the needs and wants of that area? When creating a hyper-local strategy, try thinking about the following:
  • Drive name recognition. Send out flyers, emails and cold calls so you can drive name recognition into prospects’ minds.
  • Social Media Marketing. Try building a custom audience and using keywords that specifically target that area.
  • Create specific content that leverages your community.

Tip #4 Create Time to Follow Up

Struggling to find time to follow up? Remember customers have a home to sell, want to buy a home and in some cases do both. 70% of home buyers interview only one agent, so the follow up is essential in order to stay-top-of-mind. At Cole, we’ve been collecting agents’ feedback on how they schedule their days to grow their lead generation. Check out our guide on How To Schedule Your Day and Grow Your Prospects. While creating a schedule think about the following:
  • Set aside one to two hours a week in your schedule that is dedicated to following up on leads.
  • Look through your leads and notes so you can have an effective follow-up.
  • Ask questions that allow you to get to know what your prospects are looking for.
Are you ready to enhance your lead generation strategy? Find out today how Cole Realty Resource can help you generate your leads. Call 800-800-3271 or click here to learn more!

It’s Time to Grow Your Facebook Strategy

Have you been posting a lot of content on Facebook, but you’re not getting the results you were hoping for? Now is the time to start thinking about how to expand your strategy! Move beyond your followers and likes and start staying top-of-mind when customers are ready to list. Here are a few tips to help you get started!

Tip #1: Enhance Your Social Media Presence

While traditional forms of marketing such as flyers and billboards are still being used, more and more agents are turning to social media to enhance their marketing strategy. Facebook continues to be the most widely used social media platform at 2.5 billion monthly users. With so many users on Facebook, it is important to start incorporating social media ads into your marketing strategy. Still not convinced social media is the way to go. Ads do have a powerful impact on people’s buying decisions, as many as 51% of users click on an ad and it has influenced their buying decision. Here are a few reasons why Facebook ads should be part of your lead generation.
  • Cost-Effective. Facebook ads are easier on ROI
  • Audience insight. Get immediate insight on who is clicking on your ads.
  • Online traffic. With your ads, you can direct traffic to your website.
  • Split testing and targeting. Try two different ads and see which one does better.

Tip #2: Get Custom on Facebook

Once you have started running ads, it’s time to start learning who your ideal audience is. One way to do this is by creating a custom audience. By doing this your taking information about your ideal audience and creating ads that target a more specific group of people.

Tip #3: Writing Your Ad

Now it comes down to writing your ad. With so much on Facebook, it’s important to stop and think, how are you going to get a person to stop their scroll and look at your ad?  It can be an information overload, so trying to keep your ad simple and be personal. Here are four tips for when you write your ad: #1. Audience. Use words that tie into your audience. Keep your ad copy short and simple. #2. Create Tension. Try to sympathize or empathize with your audience. #3. Give an Answer. Answer the tension by saying you can help with their problem. #4. Create a Call to Action. Make this something easy to accomplish. Don’t forget to put an image or video with your ad to make it more appealing. If there is some type of graphic you will be 75%-90% more effective. Remember your first ad isn’t going to be perfect and your ads are going to be constantly changing. Take your time and make adjustments and soon enough you’ll be on your way to creating an amazing social media strategy! Are you ready to enhance your strategy? Find out how Cole Realty Resource can help you! Call 800-800-3271 or click here to learn more!

Webinar Recap: Sam Taggart

Your goals for 2020 may not have turned out exactly how you have planned and that’s ok. COVID-19 came and hit us hard and many businesses are still pivoting their plans to reach their goals. Greg Elsberry, Vice President of Business Development at Cole talks with Sam Taggart, Founder of D2Dexperts about how you can warm the neighborhood and soften the doors without door knocking.

Create a Strategy

It’s all about creating that multi-channel strategy, don’t just focus on one channel try incorporating more. Since you’re not door knocking as much, it’s all about creating name recognition and sticking out in the neighborhood. “Put a multi-channel process in place that we are going to do mailers, cold calling, emails and ringless voicemails,” says Elsberry. Taggart breaks the process down into five basic steps
  1. Get the right person. Did you know your next project most likely lives close by your most current job? By using Cole Neighborhoods, you can build a list based on your most recent job site.
  2. Break their preoccupation and introduce yourself. This is where you can incorporate ringless voicemail. By using ringless voicemail you are creating interest because you are leaving a voicemail without ringing their phone. In the voicemail be sure to introduce yourself and your business.
  3. Tell them at you’re doing and why. Remind prospects that they may have seen you around the neighborhood doing work.
  4. Pull back. Incorporate other channels that you have planned in your multi-channel strategy. Try creating an email campaign that has a follow up from your voicemail and a couple of other drops that contain testimonials or pictures of your work. Create a flyer with the services you offer and drop a targeted Facebook ad to create name recognition.
  5. Set the appointment or make the ask. This is where a couple of weeks later you should be following up on the lead. Personally, call the prospect and see if there are any questions you can answer. At the end ask if you can follow up in person.
“I am hitting them up in three different avenues. It’s like I’ve knocked on their front door, their side door, and I’ve knocked on their back door,” says Taggart.

Focus on all Leads

Don’t forget to follow up on all leads. Think of leads as two categories. Category A has the leads that are hot and they are ready to buy, while Category B has leads that take a little more time to nurture and won’t be ready to buy right away. “It’s a balance of finding people that want to buy now, but also finding people that want to buy in the future,” says Elsberry. “If we can connect and get in front of others and hit the ground running, then you’ve got people you can go knock doors.” It’s important to keep up with both leads, so when you start door knocking you can connect with all leads and it’s your name they remember and not the name that is just appearing in the neighborhood. “Data is king. It’s where you get your data, what you do with the data and how you can jam on the phones and digitally door knock,” says Taggart. Watch the complete interview here! To learn more about how Cole Neighborhoods can increase your sales funnel call 800-800-3271 (M-F 8am-5pm) or click here.