In Advice for New Agents, Part 1, David Russell outlines the first steps an agent needs to take to prepare for the world of life and health insurance: 1) partner with a mentor, 2) focus on strengths, and 3) add the right mix of products to maximize sales opportunities. After these initial steps to prepare first-time agents, now it’s time to promote your business and develop a prospecting strategy so as to build your book of business.
Let Everyone Know You’re in Business
Businesses thrive from exposure. In the past, making people aware of your services required being out in the streets, going door-to-door, or placing flyers and posters in high-traffic areas. While grassroots marketing is still a great strategy, you can now do it online!
A simple way to make your presence known is by utilizing social media. As of January 2025, approximately 246 million people in the United States use social media. That just means you have 246 million chances to promote your business. Creating a social media presence isn’t just about sales. It is an opportunity for you to showcase your business as you want it to be seen.
Brand awareness can be more valuable than sales because it’s forever. Even if McDonald’s has a slow day, they know that people will come because everyone knows and loves those golden arches. Just because you don’t make a sale from every single person on social media, doesn’t mean that one day those same people won’t remember you when looking for insurance coverage. Posting on social media is a key component in staying top of mind for current and potential clients.
To get started, we recommend a Facebook Business Page. Facebook’s user demographic ranges from 18-24 year olds at 18.6% to 65 and up at 12.3%, with the biggest age group being 25-34 year olds at 24.2%. This means that for you, agents who specialize in both under-65 coverage and Medicare, you can find your audience. As an agent with Empower Brokerage, you get access to step-by-step tutorials and in-depth training videos all about creating your Facebook business page and best practices to start posting.
Plant Seeds for Short-Term, as well as Long-Term, Sales
So, once you’re licensed, educated, have the right beginning contracts, and reach out to those you know, what is the next step? You must plant seeds for sales next week, next month, and for the years to come. There are many ways to do this. Here are some of our favorites:
- Pick a hot product. Get a prospect list. Canvas an area each week. This sounds hard, but Empower Brokerage makes it easy. We have a data mining system called Lead Maximizer. This program allows you to target specific demographics within your zip code. Then, we can show you how to use supplemental, life, and Medigap products to get fast sales. Then, you nurture your clients and offer your assistance in other ways throughout the year. Doing this is hands-on, active, and can make you money fast. CONTACT US for more info.
- Join local groups. The Chamber of Commerce, Rotary Club, Toastmasters, etc. These are all great ways to get involved. I’d say pick one and get very involved. The Chamber of Commerce is one way to get as involved as you want. Then meet people. Use every opportunity to offer your help to them each week.
- Start your own MeetUp Group. You have a passion, so start a meetup group. Let’s say it’s Xeriscaping, or refinishing roadside furniture, or raising tulips. Use what you love to help you meet other people who love the same things. Then you’ll truly be doing business with like-minded people you enjoy servicing. Don’t simply focus on your insurance business. Business is best done while you’re living your life. Not outside it.
Agents
We hope that this information on new agent advice is interesting to you.
Empower Brokerage is dedicated to helping you make informed decisions about your health and finances. Whether it’s through webinar training, one-on-one calls, seminars, or marketing plans, we want you to be successful!
Give us a call at 888-539-1633 or leave a comment below if you have any questions.
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This article was updated on October 23, 2025.
March 13, 2017
