Webinars offer a perfect opportunity for wholesale insurance brokers to build their networks, increase their business base, and generate more revenue. If you’re in the wholesale insurance business, you can offer webinars to insurance agents and brokers on a variety of topics—including the types of insurance products you have available, online rating provided by the carriers you work with, the correct method of submitting business, how to navigate your website and a variety of marketing tools they can use to gain more business.
To show your expertise. Wholesale insurance brokers are in the knowledge business. Your insurance agents and brokers most likely will choose to work with you instead of a competitor because of the specialized knowledge you possess. A webinar is an excellent way to demonstrate that expertise and show how valuable you are.
To find out who the hot leads are. Insurance brokers and agents who sign up for a webinar have a strong interest in the topic—and quite possibly have a need for that kind of coverage among their customers. It’s important to know who those people are—so you can target product specific marketing efforts toward them.
To generate revenue. Making connections with strongly interested leads and demonstrating your specialized expertise is sure to result in more business. If you’re looking to build your business income, a webinar is a great way to do it.
To save time. Do you have enough time to consistently get out in the field and visit your insurance agents and brokers? A webinar is the next best thing to meeting with them in person. You can still answer their specific questions and you can connect with several agents and brokers during just one session.
How to Do It Right
Market it heavily. Make sure everyone knows about it. Promote your webinar to existing customers as well as prospects. Market it on social media, send out an email, send out postcards—the opportunities are endless.
Make it free. The point isn’t to get revenue from the webinar itself. The point is to collect hot leads and forge new business partnerships with insurance agents and brokers that lead to increased revenue. So reduce barriers to attendance by making your webinars free—and feature the word FREE prominently in your marketing materials.
Collect everyone’s contact information. Follow-up is going to be important in this initiative. You’ll need contact information to follow up and offer additional, more in-depth information about the topic or discover what other topics they are interested in. The idea isn’t to try to push for a result; it’s to further demonstrate your expertise and usefulness.
Limit attendance. This might seem to go against the second point. However, telling insurance agents and brokers that seating is limited will increase urgency—and give people an incentive to sign up faster. It will also make the event look a bit exclusive and demonstrate your commitment to taking attendee questions—which is another factor that could boost attendance.
Webinars can be a very effective way to form new business partnerships—and drive revenue growth. Use them to show off your expertise, offer great service and find out who and where the most interested prospects are. You can also demonstrate your beaming personality.