Proven Marketing Strategies for Agents to Boost Sales

Marketing as an insurance agent can feel like trying to juggle flaming torches while riding a unicycle. But fear not! With the right strategies (and maybe a fire extinguisher), you can captivate your audience, build your brand, and drive sales. Here are seven top marketing ideas to ignite your efforts, along with stats, quotes, and examples to make them actionable.

1. Master the Art of Social Media Marketing

Let’s face it: everyone is scrolling on their phones. Use platforms like Facebook, Instagram, and LinkedIn to create a professional presence. Post engaging content such as testimonials, educational videos, and relatable memes.

Example:
Post a short video explaining the basics of Medicare enrollment. End with a call-to-action like, “Have questions? Let’s chat and find the plan that works for you!”

Stat:
80% of consumers are more likely to engage with a brand if it’s active on social media (Hootsuite, 2023).

Social media is no longer optional—it's the digital front door to your insurance business. Platforms like Facebook, LinkedIn, and Instagram offer you the opportunity to engage with current clients, attract new prospects, and build your personal brand. Start by creating a professional profile that showcases your expertise and credibility. Share helpful tips about Medicare or insurance enrollment periods, post client success stories (with permission, of course), and engage your audience with polls or Q&A sessions.

Don’t forget to use paid advertising to target specific demographics. For example, Facebook Ads can help you reach Medicare-eligible individuals in your area, while LinkedIn is ideal for connecting with professionals looking for life insurance or group benefits. The key is consistency—schedule posts regularly and respond promptly to comments and messages to show you're active and approachable.

Pro Tip: Use a mix of content formats like short videos, infographics, and blog posts to keep your audience engaged. And remember, authenticity goes a long way. People don’t just buy insurance—they buy from people they trust. Make your online presence a reflection of the friendly, knowledgeable agent you are.

Guide on Social Media Strategies for Insurance Agents

2. Build Relationships with Email Marketing

Email marketing may sound old school, but it remains one of the most effective ways to nurture leads. Share updates, tips, and personalized offers.

Example:
Send a monthly newsletter with helpful topics like “3 Tips to Maximize Your Medicare Benefits” or “Understanding ACA Deadlines.” Include client success stories to humanize your approach.

Stat:
For every $1 spent on email marketing, the average ROI is $36 (Litmus, 2023).

Email marketing is one of the most cost-effective ways to nurture relationships with your clients and prospects. A well-timed and thoughtfully crafted email can keep you top of mind while providing real value. Start by segmenting your email list to ensure that your messages are targeted—for example, separate Medicare prospects from ACA or life insurance clients. This allows you to deliver content that’s specifically relevant to their needs.

Your emails should be a blend of educational content, updates on industry changes (like Medicare enrollment deadlines or ACA subsidies), and friendly check-ins. For instance, send a reminder about the Annual Enrollment Period or a quick guide on how to choose a life insurance policy. Add a personal touch by using the recipient’s name and offering to answer their specific questions.

Pro Tip: Make your emails visually appealing with simple templates and clear calls to action, like “Schedule Your Free Medicare Review Today” or “Click Here to Get a Quote.” Tools like Mailchimp or Constant Contact can simplify the process. Don’t forget to track metrics like open and click-through rates to see what resonates and refine your approach. A little effort in email marketing can go a long way in building trust, loyalty, and ultimately, more sales!

3. Host Educational Events (In-Person or Online)

Be the go-to resource in your community by hosting Medicare 101 seminars, ACA workshops, or webinars on life insurance planning. 

Example:
Host a webinar titled “Medicare Made Simple: What You Need to Know for 2024.” Use a platform like Zoom and leave time for Q&A at the end.

Stat:
68% of attendees say webinars help them make buying decisions (BrightTALK, 2023).

Hosting educational events is a powerful way to position yourself as a trusted resource and build relationships with potential clients. Whether you’re holding an in-person seminar at a local community center or an online webinar from the comfort of your home office, these events give you the opportunity to connect with prospects in a meaningful way.

Focus your event on topics that resonate with your audience, such as “Understanding Medicare Options,” “How to Save on ACA Plans,” or “The Benefits of Life Insurance for Financial Security.” Keep the content educational rather than sales-driven—clients appreciate learning in a low-pressure environment.

For in-person events, create a welcoming atmosphere with light refreshments and materials like brochures or quick-reference guides. For online events, use platforms like Zoom or Microsoft Teams to ensure easy accessibility. Incorporate visuals like slides or videos to keep your audience engaged, and allow time for Q&A to address specific concerns.

Pro Tip: Promote your event on social media, through email marketing, and with local partnerships like libraries or senior centers. After the event, follow up promptly with attendees, thanking them for participating and offering to schedule a one-on-one consultation. One agent shared, “My Medicare 101 webinars consistently bring in 15-20 leads per session, and the follow-up conversations are where the real magic happens!” Whether in-person or virtual, educational events are an investment that can pay dividends in trust, brand recognition, and new clients.

Guide to Hosting a Medicare Event

4. Leverage Local Marketing

The internet is great, but don’t underestimate the power of being visible in your local community. Sponsor a charity event, place an ad in the local paper, or leave flyers at senior centers. 

Tip:
Combine offline and online efforts. Post photos from local events on social media to show you’re active in the community.

Your local community is a goldmine for potential clients, and leveraging local marketing is a fantastic way to establish your presence as the go-to insurance expert in your area. Start by making connections with local businesses, senior centers, and community organizations to create partnerships or sponsorship opportunities. For example, sponsoring a health fair or hosting a booth at a local farmers’ market can put you directly in front of your target audience.

Direct mail campaigns remain a classic strategy that works especially well for reaching specific demographics. Sending out postcards or flyers with a clear call-to-action—like scheduling a free consultation—can generate leads without requiring a large marketing budget.

Community involvement is another great tactic. Volunteering at local events or speaking at civic group meetings helps you build trust and visibility. Consider offering educational workshops at your library or community center, focusing on topics like Medicare enrollment or life insurance planning. These workshops can position you as a helpful resource rather than just another salesperson.

Pro Tip: Don’t forget to list your business on local directories like Google My Business. Keeping your profile updated with accurate contact information, hours, and client reviews makes it easier for nearby prospects to find and trust you. As one agent noted, “A simple listing on Google brought in three clients last month—proof that small efforts in local marketing can yield big results.”

By tapping into the power of local marketing, you’re not just selling insurance—you’re becoming a part of your community, a trusted neighbor who helps people navigate important decisions.

Guide to Marketing in Your Local Community

5. Use Video Marketing to Stand Out

Videos are engaging, relatable, and perfect for explaining complex topics in bite-sized chunks.

Example:
Create a video titled “What Is Medicare Part D and Why Should You Care?” Keep it under two minutes and share it on YouTube, Facebook, and your website.

Stat:
Viewers retain 95% of a message when they watch it on video, compared to 10% when reading it in text (Forbes, 2023).

Video marketing is no longer optional—it’s a game-changer for insurance agents who want to connect with their audience in a meaningful way. Platforms like YouTube, Facebook, and Instagram make it easier than ever to create and share engaging content that highlights your expertise and personality.

Start with simple, helpful videos that address common questions your clients have. For example, create a short video explaining the Medicare enrollment process or breaking down the differences between ACA plans. Keep it professional, but don’t be afraid to let your personality shine—clients want to work with someone they can trust and relate to.

Pro Tip: A polished video doesn’t require a Hollywood budget. Most modern smartphones have excellent cameras, and with a bit of natural lighting and a quiet space, you can create high-quality videos. Tools like Canva and InVideo even let you add professional-looking graphics and text overlays to your content.

Think beyond just educational content. Use video for testimonials—ask satisfied clients to share their experiences. Showcase your involvement in the community or even do a quick live Q&A session on social media. Live videos are particularly effective because they’re interactive, allowing potential clients to engage with you in real time.

Did you know? According to Wyzowl’s Video Marketing Statistics:

• 72% of people prefer learning about a product or service through video
• 84% say that watching a video has convinced them to purchase

By using video marketing, you’re meeting your audience where they are—and giving them the visual, relatable content they’re looking for.

As one agent shared, “I posted a simple explainer video about Medicare Part B on Facebook, and it got over 2,000 views. I ended up booking five new appointments that week!”

Video marketing not only helps you stand out but also builds credibility and trust. Plus, it’s shareable—your audience can pass your videos along to friends and family who might also benefit from your services. If you haven’t started using video marketing yet, now is the time!

6. Optimize Your Website for Leads

Your website is your digital HQ. Make sure it’s professional, easy to navigate, and equipped with lead capture tools.

Example:
Include a clear CTA like: “Schedule a Free Consultation Today!” Use pop-ups offering a downloadable resource, like “The Ultimate Guide to Medicare Enrollment.”

Stat:
70% of small businesses say having a professional website boosts their credibility (Bluehost, 2023).

Your website is more than just a digital business card—it’s your 24/7 sales tool. Optimizing it for lead generation is crucial to turning visitors into prospects and prospects into clients. A well-designed website not only showcases your expertise but also gives potential clients an easy way to connect with you.

Start with the basics: Ensure your website is mobile-friendly, loads quickly, and is easy to navigate. Studies show that 57% of internet users won’t recommend a business with a poorly designed mobile site, so first impressions matter! Make sure your contact information is clearly visible on every page—don’t make visitors hunt for a phone number or email address.

Pro Tip: Include a "Get a Quote" or "Schedule a Consultation" button prominently on your homepage. Use simple forms that ask for only the essential information to avoid overwhelming potential clients. The easier it is for visitors to take the next step, the more likely they are to reach out.

Your content matters too. Include educational resources like blog posts, FAQs, and videos that answer common questions about Medicare, ACA, or life insurance. Adding these materials not only positions you as an expert but also improves your site’s SEO, helping you show up in search engine results when people in your area are looking for insurance services.

Don’t forget lead capture tools like pop-ups offering a free guide or checklist in exchange for an email address. Once you collect emails, you can nurture these leads with regular updates or newsletters, keeping you top of mind until they’re ready to make a decision.

And of course, track your progress. Tools like Google Analytics can show you how visitors are interacting with your site, which pages are most popular, and where they’re dropping off. Use this data to continuously improve your site’s effectiveness.

Remember, your website should be a seamless blend of form and function—a hub where clients can learn about your services, trust your expertise, and take the next step toward working with you.

Website and Online Marketing Solutions

Compliant Leads Services

7. Tap into the Power of Referrals

Your happy clients can be your best marketers. Set up a referral program to reward clients who send new business your way. 

Example:
Offer a $25 gift card for every referral that results in a policy. Make it easy by providing pre-written referral emails or cards they can share.

Stat:
92% of consumers trust referrals from people they know (Nielsen, 2023).

Referrals are the lifeblood of a thriving insurance business. When a satisfied client recommends you to their friends, family, or colleagues, it’s a testament to the trust and value you’ve built—and a golden opportunity to grow your book of business. In fact, studies show that 92% of consumers trust referrals from people they know, making them one of the most effective marketing strategies.

To harness the power of referrals, don’t just wait for them to happen—actively encourage them. Start by delivering exceptional service that leaves clients feeling confident and cared for. Then, make it easy for them to refer you. You can share your contact information on customized referral cards or create an email template they can forward to friends.

Pro Tip: Offer a referral program to incentivize your clients. For example, “Refer a friend, and both of you receive a $20 gift card after enrollment.” Always ensure your incentives comply with CMS guidelines, but even small gestures can make a big impact.

Referrals don’t just grow your business—they strengthen your reputation as a trusted advisor in your community. By building relationships and showing your gratitude, you can turn happy clients into enthusiastic advocates for your services.

Referral Platform for Insurance Agents

Best Practices for Using Marketing Materials

1. Be Consistent: Use a unified color scheme, logo, and tone across all platforms to build brand recognition.
2. Stay Compliant: Ensure all materials meet industry regulations. For Medicare, CMS guidelines are non-negotiable!
3. Mix It Up: Use both print (flyers, business cards) and digital media (social posts, email newsletters) for maximum reach.
4. Track Results: Monitor what’s working—click-through rates, likes, shares—and tweak your approach accordingly.

PSM Brokerage: Your Marketing Partner

At PSM Brokerage, we understand the challenges of marketing your insurance business. That’s why we offer exclusive resources to help you shine, including the PSM Marketing Hub—a free service for our agents! From custom, compliant marketing materials to expert guidance, we’re here to help you grow your business with confidence. Let’s work together to make marketing simple, effective, and even a little fun!

Ready to elevate your marketing game? Contact Us Today or visit the PSM Marketing Hub for free tools and personalized materials designed to help your agency succeed!