Creating the Next Generation of Clients

16 Apr

I remember spending countless hours in college listening to experts give their spiel on how to be as successful as them.  And, I even remember the names of a few of the more memorable ones and, if I look deep enough, I still have a few of their business cards.

Since we are all looking to be considered an expert in commercial insurance, I thought why not offer to become a guest professor at our local university?  If you have the ability to create a single lesson on insuring an array of businesses and the ins and outs of worker’s compensation, then why not share the knowledge and create a new generation of clients for yourself?  Of course, you’d want to focus on business classes since most business majors are either looking to start their own business eventually or work for a large business; both of which could use your services.

Obviously, this isn’t one of those marketing techniques that will allow you to walk out of there with a handful of new clients but, if you play your cards right, you could walk out of there with a list of leads to call after they graduate.  Just provide a ‘sign-in’ form requesting name and email address.  You could also offer to email them an article or two extending the lesson to outside the classroom and giving them a reason to remain in contact with you.  You could even suggest they follow your blog.

While you’ll want to make sure you demonstrate your business savvy ways, you’ll also want the students to walk out of there feeling like they could contact you with any questions, concerns or for information regarding an upcoming paper.  The more comfortable they feel contacting you, they more likely it will be that they will contact you for your services in the future.

Your turn.  Have you ever done something like this?  If so, please share your expertise with us!


If you have any ideas or requests for future posts, please feel free to email me at

Melissa Ash

New Jersey’s Business Insurance Lady




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