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5 LinkedIn Tips to Improve Insurance Prospecting

Posted by The DIS Sales Team on Wed, May 24, 2017 @ 10:05 AM

insurance-prospectingLast year, Microsoft bought LinkedIn for more than $26 billion. With more than 500 million users, LinkedIn’s reach for networking and job searches has no comparison. It’s a powerful tool for lead generation accounting for more than 80 percent of leads from social media. LinkedIn tops the charts for after-sale and customer nurturing. Perhaps the most surprising and undervalued advantage is that a strong LinkedIn profile can improve your ability to be found online in search results.

Wondering how to improve your current LinkedIn profile? Take a look at the following tips.

  • Tip 1: Scrupulously edit the headline section to be concise yet descriptive. The new LinkedIn interface, updated earlier this year, now shows only the first two lines of the Headline section. Without a headline, LinkedIn defaults your last position to this section. Your headline should contain keyword phrases that potential clients would use to find you.
  • Tip 2: Update your profile with success stories. For example, you decided to target multi-life disability insurance opportunities. Using the “Accomplishments” section of your profile, share details about a Guaranteed Standard Issue program you recommended that helped a client reduce benefit expenses while improving income protection for high-salary employees.
  • Tip 3: Exploit the “Last Name” field length. LinkedIn allows up to 40 characters in the last name field. Use the extra space to include a description or area of expertise e.g. Income Protection Expert, Small Business Benefit Consultant.
  • Tip 4: Use the Summary section to tell your story. Resist the temptation to use it as a digital resume. For prospecting purposes, a resume is not necessary and other sections of the profile allow for education and accreditation information. This is the place to expand on the value you offer your clients. Repeat keywords used in your headline and add other keyword phrases that describe your practice areas. Your audience will be more engaged when you speak to them in the first person.
  • Tip 5: Customize the LinkedIn URL. LinkedIn assigns a generic URL to each member. The URL can be customized to be descriptive using 5 to 30 case-sensitive alphanumeric characters. It can be changed 5 times within a six-month period. Keep your keyword phrases in mind.

These are just a few tips to maximize the value of LinkedIn. Select a focus area and update your profile using keywords that will attract that group. As your focus changes, you can easily make updates. Our DIS representatives will help you identify top disability insurance markets. Here are some to consider in the medical industry. We encourage you to explore LinkedIn as a tool to attract disability clients and grow your practice.

Topics: insurance prospecting, linkedin