- 1). Familiarize yourself with the different sections of a farm owner's policy. Farm policies can range from simple homes sitting on 10 acres of land to much more complex working farms. Because of the huge variances in these policies it is extremely important that you are knowledgeable about what is and is not covered.
- 2). Find a niche. Create postcards, niche websites and nice blogs. Niche marketing focuses on a specific product, allowing you to target a smaller audience and have a greater impact. Niche marketing also allows you to easier become an expert in your field.
- 3). Attend conferences and trade shows targeted toward your farming niche. Create brochures and informational packets to hand out to the attendees. Spend time getting to know everyone and collect contact information, when you get home follow-up with an email or newsletter mailing campaign.
- 4). Create a network and encourage referrals. Word of mouth from satisfied farm owners is a great way to market your farm policy, also asked current customers to provide testimonials that you can use on your marketing materials. People are usually more inclined to listen and believe something if it comes from a peer rather than from you, the agent.
- 5). Host educational seminars and invite expert guest speakers to participate. Farm owners are generally interested in what their neighbors are doing and the latest gadget or idea to make their life easier or more profitable. Bring this all under one roof and you have the beginning of a successful adventure.
- 6). Send automated reminders. Remember, people who are satisfied with their current agent will generally not shop their insurance until a) they experience a claim which is not covered or is not handled professionally b) they contact the agent about a concern they have and receive poor customer service or c) the price of their policy increases. Therefore, you have to either convince them you can do better now or wait until they become dissatisfied with their agent or policy and decide to shop their account. If you decide to take the soft approach and wait for them to come to you, make sure you are constantly sending them reminders of your services. As soon as something goes wrong, you want them to think of you, so send them monthly updates through different forms of media; an email one month and a postcard the next month are prime examples.
