Dominating Local Markets: Mastering Event Strategies for Insurance Agents

In the latest episode of Insurance Business Babes, Steve Pomerantz joins Joanna Wyckoff to dive deep into strategies for mastering events and achieving local market dominance, essential for insurance agents especially during the Annual Enrollment Period (AEP).

Joanna Wyckoff highlights the value of establishing robust relationships with broker managers. These connections not only facilitate access to marketing funds but also ensure that agents can leverage those finances effectively as broker managers' salaries are tied to their territory sales. By focusing on personal branding over carrier branding at events, Joanna has successfully drawn attention with unique marketing items like “big teeth.”

Steve's super power is meticulous planning of a whopping 46 events. He emphasizes using simple, cost-effective refreshments like pizza and cookies to keep attendees engaged without overwhelming them. Importantly, partnering with local dentist and doctor offices for additional referrals has been a game-changer, demonstrating the power of community collaboration.

Both agree that a diversified marketing approach is key. Steve incorporates tools such as branded lotion and pens over traditional carrier-branded materials to leave a lasting impression. He also employs various channels, including Facebook ads, direct mail, and community ads, to reach a wider audience.

Steve Pomerantz underscores the importance of starting client outreach early. Given the logistical challenges during busy periods, tools like Zoom and Calendly for scheduling, as well as integrated Scope of Appointment (SOA) forms, streamline the process, saving time and enhancing client interaction. Joanna also implements persistent communication through postcards, emails, and calls, ensuring important messages are delivered effectively.

The shift towards virtual meetings has proven to be a significant time-saver. Joanna reiterated that holding Zoom sessions and using VoIP for events not only improves efficiency but also increases flexibility for both agents and clients. Early planning and staying organized, including preparation of materials and consistent follow-ups, are vital components to escrowing a successful AEP.

Mastering local events and proactive community engagement, as discussed by Steve Pomerantz and Joanna Wyckoff, seems to be an art form in the insurance business. By integrating personalized marketing tools, maintaining persistent communication, and leveraging virtual platforms, agents can not only retain their existing clients but also attract new ones, securing their dominance in the local market.

This episode is sponsored by CertifiedMedicareAgents.com