How an insurance agency generates business using Facebook

I always enjoy hearing stories of small business owners using social media to generate leads and connect with new clients. As much as I encourage people to give social media a chance, it's the real-world case studies that speak the loudest.

Jim DeWitt is an owner at DeWitt Insurance Group and is a member of my BNI chapter. Jim's agency offers life and health insurance (both business and individual), as well as property and casualty insurance. During our BNI meetings, Jim sometimes shares with us how he finds new clients. Frequently his clients come from Facebook as a result of his commitment to staying active in social media. I sat down with him to learn more.

Jim let me know that he started off on Facebook just reconnecting with old friends and used it for keeping in touch. He did not overtly talk about business but when people asked him how he was doing, he would let them know that he was an insurance agent and that he enjoys helping people save money on their insurance. This frequently led to opportunities to provide quotes to his connections and sometimes led to new business. At its most basic level, Facebook allowed Jim to expand his network and engage in business conversations with his connections.

As Jim earned more and more business via Facebook connections, he began to share his stories via the Facebook news feed. One such posting announced that he was able to save someone $1,000 a year on insurance and explained how much he enjoyed his job. It was not a hard sell, but rather an authentic story that displayed his passion for helping others. Following this post, a number of his connections asked him for quotes on their insurance. Jim acquired 3 new clients as a result of that post.

Facebook also helps Jim keep an eye out for opportunities. Sometimes his connections will share their dissatisfaction with their insurance policies. When this happens, Jim politely offers to provide quotes for them to see if he can help. This has also led to new business.

Jim also let me know that not only do his clients frequently come from Facebook, but those same clients also often refer him to other friends and family - sometimes via Facebook.

So far, Jim's activity on Facebook has led to approximately 20 new business opportunities (some still in progress) and 10 new clients. Not only is he able to find new clients, but Facebook also helps him provide better service to his existing clients. When he notices that his connections announce life changes on Facebook, it gives him the opportunity to proactively offer to update their insurance policies and offer advice on proper coverage. This strengthens the relationship and improves his client retention.

While other insurance agents are struggling to squeeze more business out of offline marketing and cold calling, Jim DeWitt is integrating social media into his business strategy and is achieving great success. By being authentic, helpful, and active on Facebook, Jim is growing his agency and expanding his network.

To learn more about Jim, contact him via his Facebook profile or call him at 317.695.2317… he would love to hear from you!