Tag Archives: Uncategorized

Car Wash Clients

6 Jun

While at a CE class yesterday, I met a guy who began talking with me about a few marketing techniques he was looking to try out but, unfortunately, the agency owner where he works wouldn’t let him.  During our conversation, I happen to come up with an idea to share with him and now I’m sharing it with you…

It seems as though this time of year is the best time of year for getting your car washed at a car wash.  And every time I drive by one, I see a line around the block waiting to go through the soapy brushes.  So, I thought, why not offer these people a free car wash if they agree to do a free quote with you?  This would most likely work best for those soliciting life insurance or personal auto insurance and for those who have an app on their phone or ipad in order to complete this.  And, of course, you’ll need to be in a state where rebating is allowed.

Here’s how it would work:

First, you would need permission from the car wash owner in order to do this.  If he/she agrees, I would also ask for a discounted rate for those who you give a free car wash to.  You may also need to sell this idea to the owner by telling him/her you will market for this event which will ultimately bring more customers to the car wash as well.

Second, market, market, market.  You may want to hang fliers in the area offering the free car wash, post it to your social network pages, tell friends and family about the event and announce the event on your website and through press releases.  The more people you get to attend (even if they are only looking for a free car wash at first) is ideal.

On the day of the event, you’ll want to collect all the necessary information from the attendees as they are waiting in line for their car wash.  You may want to get an assistant or even another agent to help you out with this.

Then, when they exit the car wash, the idea is to have his/her quote ready.  If the potential client likes the quote, be prepared to have him/her do an electronic signature right on the spot or set up an appointment with you to discuss, sign and collect payment.  Of course, it’s always better if you can take care of everything on the spot.  If the potential client does not like the quote, you still have his/her contact information and you’ll be able to drip their email and snail mail with information or give them a call in a few months to try and solicit their business at a later date.

Your turn:  Have any of you tried something like this in the past?  How did it work out for you and do you have any tips for those of us who haven’t tried this yet?

Melissa Ash/NJ’s Business Insurance Lady
Irwin Edelstein Associates, Inc.

Tel: 732-549-1800 | 732-317-1979



Volunteering as Networking?

14 Mar

We are all super busy people.  So why would I suggest adding yet another thing to your plate?  Because in the long run, volunteering in your neighborhood will pay off.  Not to mention that it’s free!

How volunteering can help your business:

  • Volunteering is a very subtle way to network in your area.  Once you work with someone on a common goal, they are much more likely to call you when they need insurance for their business or refer you to a friend who mentions he/she is paying too much for his/her worker’s compensation.
  • Volunteering shows you care.  Most people want to work with honest, hard-working people who aren’t looking for anything in return.  Volunteering for a community project is a great way to make that impression on others.
  • It feels good to help!  Helping your community and completing a much needed project feels great.  And when you feel good, you smile and when you smile, you are open to doing more good things for others and when you… (Ok, I need to stop watching those commercials!)

What type of volunteer projects should I work on?

  • The best answer is:  Anything you are interested in!  Does your daughter play soccer?  Coach (or become assistant coach if you have two left feet) her team or volunteer to run the hot dog stand.  It never hurt anyone to put business cards on the counter or park your car in such a way that the other parents will see your business magnet.  Is your son in cubscouts?  Get involved!  Become a den leader or help set up events.
  • Scholarship programs.   Right now, I’m on a committee committed to awarding our area students scholarships for having great morals and values.  I joined the committee just as they started so I’ve been around since day 1, they all know what I do for a living and I always make sure I add value to each of our meetings.
  • Local clean up events.  There are always programs going on to clean up playground areas, parks, etc.  Join a clean-up group, wear one of your business shirts and let others ask you for advice as you clean.
  • School PTA/PTO committee.  Volunteer at your child’s school.  You will meet many other parents who all work in different businesses.  Once they know you, they will refer you.

Where do I find these events & programs?

  • Google it!  Google ‘volunteer opportunities in xxxx’ and you’ll find quite a number of things to choose from.
  • You know all those flyers your kids bring home every day? Look at them before you toss them. If there is an event you find interesting, call the person in charge and ask if there is any way you can help.
  • Your local paper.  I’m not talking about the $2 Sunday paper, I’m talking about the hyper local paper you get at the end of your driveway that gets soaked in the rain and you throw away.  Take a look at those and see if other businesses in your area are looking for volunteers for something.  That’s how I found the scholarship committee (run by a local real estate agent!).
  • Check out the recreation/community center in your area.  Take a look at their bulletin board.  There are a TON of opportunities available.

How not to volunteer….

If you are going to go the volunteer route, please don’t volunteer for the sole purpose of handing out business cards!  Everyone you are volunteering with will know immediately that you are ‘that guy’ and will avoid you like the plague.  Go into the volunteer experience knowing this isn’t a networking event and you’ll do just fine.  Also, don’t volunteer for something if you know you can’t commit to it.  It will be a waste of your time and theirs and you won’t make any connections that way.

If you can’t add value to the event or program, then that’s not the volunteer event for you!  Only go after programs where you know you will be viewed as a committed, honest hard-worker.  This will pay off in dividends for you and your company.

Now, it’s your turn.  Do you have any other tips for volunteering?  Any other ideas for volunteer opportunities?  Where have you volunteered and how did it pay off for you?

If you have any ideas or requests for future posts, please feel free to email me at melissa@njbusinessinsurancelady.com

Melissa Ash

New Jersey’s Business Insurance Lady


Direct Mail Marketing

13 Mar

Have you ever called or walked into a business all set to speak with the decision maker of the company only to be stopped short by the gatekeeper?  As soon as you say you are the local insurance agent or they feel you are selling something in any way, you are immediately shut down and told by the gatekeeper that the decision maker you are after is not at his desk or just stepped out.  There is nothing more frustrating since you know you can save him or her  some serious cash and provide him or her with some serious service!

It is just at this moment that you should take note of the company’s address and the name of said decision maker (in any way you know how).  Then, mail him a great letter or postcard with your services and let the decision maker call you!  The question is…. what do I mail him that will get him to call me back?   Here are a few ideas I have and please feel free to add ideas of your own.

  • A handwritten folded note card that says what a friendly staff he has (try to mention someone by name) and how privileged you would feel to do business with his company.   Be sure to glue (just a dot from a glue stick will do!) your business card or magnet to the inside.   You could also mention that you understand he may not need your services just yet but please feel free to give you a call or shoot you a quick email with his x-date so you can help him when it would be better for him and his company.
  • Send a $1 scratch off with a note that says, “Why gamble with your insurance?”.   Include the scratch-off and your business card in a full sized letter that gives information about you and your company and your offer to do a free review of his current policy.  Then, ask him to call you to let you know whether or not he won (or call him in a few days to ask).  At the end you could also continue the play on words by asking what he has to lose.
  • Send a letter or postcard asking if he has a coinsurance, hired & non-owned auto coverage, garagekeepers, etc (be sure to tailor the list based on the businesses you are targeting).  Then say something like, “Let us review your policy for free and we’ll make sure you have the coverage you need; no more, no less.”  You can also use this type of direct mail campaign to promote yourself if you focus on taking extra time with your client to explain everything in layman’s terms.

What other ideas do you have for direct mail marketing?  Feel free to share even the craziest ideas!

If you have any ideas or requests for future posts, please feel free to email me at melissa@njbusinessinsurancelady.com

Melissa Ash

New Jersey’s Business Insurance Lady


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