You Don't Have to Be Perfect. You Just Have to Show Up.

This week I got a message on Facebook Messenger from someone at a title company. They had a client who needed property insurance to close, and they were scrambling. Normally, that's not the type of situation I jump into; prospects looking for insurance at the last minute. But I'd never gotten a referral from this person before, and I wanted the relationship. So, I jumped on it. 

Before she even explained the full situation, she mentioned she'd been watching my videos on Facebook for a while. Never met me. Just added me at some point and kept seeing my content. When the need arised, she thought of me first. 

I got the policy bound same day. The client was able to close the next day. And now I have a referral relationship that didn't exist a week ago, with someone I never would have met any other way. 

That whole thing happened because I make videos and post them on Facebook, LinkedIn and Instagram.  

I'm not going to stand up here and tell you social media is easy. Most of us didn't get into the insurance business to become content creators. But the reality is you already have an audience. If you have 2,000 Facebook friends, 2,000 people have the potential to see what you post. For free. Right now. There is no other marketing channel that gives you that kind of access at zero cost. 

The videos don't need to be perfect. They need to be genuine. Talk about something that happened this week. Explain a coverage question your clients always get wrong. Share a situation where having the right policy made a real difference. That's it. 

The reason it works isn't complicated. When someone has a problem and needs to call an insurance agent, they call the person who already feels familiar. They reach out to the face they've been seeing for months.  

If you or someone in your agency isn't doing this, it's time to start. 

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If you're heading to the HawkSoft Users Group in Arlington next month on April 8th, come find me. My company Virtual Intelligence will be one of the sponsors, stop by Booth #43 and see a live demo of how we help agencies grow with trained virtual employees and the structure to support them. I'll also be on the marketing panel as an agent with my agency Foresight Insurance, so if this marketing topic resonated with you today, that's probably a good session to catch.