Now what? How to source your first clients as an insurance broker in your first job

  • Staff Reporter | May 28, 2018
Insurance Broking - Job Search

So you’ve done the hard yards — you have your qualification, accreditation, licence and you’re just starting out.

Whether you’re creating your own business or entering an existing company, finding your own clients can be a daunting task.

Taking that first step is often the hardest part because it can feel like you are finally putting yourself out there, to be judged on your work ethic and skills. But if you can make a plan and really analyse your target market and client profile beforehand, this will put you in good stead to approach client sourcing more confidently.

Identify your market


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First, you need to identify your market and answer the following questions:

  • What problem am I trying to solve in this market?
  • What can I offer that’s unique?
  • How do I want to differentiate my work within the market?
  • Who do I want to work with?
  • Who don’t I want to work with?

Who’s your clientele?

  • What does my client look like — their occupation, income, technology user traits?
  • What are their needs?
  • What can I offer that’s meaningful and valuable to them?
  • Do I understand the demographic my client fits within?
Insurance Broking life stages of policy

Go Digital

Time to build an audience and develop brand awareness. The likelihood that you’re going to be delivering at least 50 percent of your services online is high. Therefore, before you source clients, you’ll need to develop your online presence and address the following;

  • What content will I make available online to my clients?
  • In what ways do I want to communicate with clients, e.g. email, social media, in person and over the phone?
  • Will any of the online services be automated, such as FAQs?
  • What am I offering that is unique — such as ease of access, valuable resources, superior customer service and website-user friendliness?
Having a comprehensive and considered plan for your online presence is essential, and you need to cover all your bases when it comes to choosing the right platforms to reach your potential clients. 

Be patient

Finally, you must accept that building a client base takes time. Building a reputation is easier with the aid of the internet, but it still requires word of mouth. Developing a name for quality and reliability is invaluable, and something that can’t be faked. 

Luckily, insurance brokers have an already established reputation in the public for being reliable and keeping the clients’ best interests at heart. With this in mind, you need to think about where you fit in and what you can offer. 61.1% of insurance brokers are over the age of 35. What does this mean for you? 

If you are starting out under 35, you are most likely a technology native. This provides big opportunities because you will be better equipped to harness the potential of conducting your business online and already aware of how online ads and social media work to expand brand awareness. 

Identifying your unique skills, while being savvy about your target market and clients, will take a lot of the stress out in developing your customer base at the start of your career.

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