Smartest Way to Build Commercial Insurance Leads

Selling insurance in the CRE industry is your expertise, but the success of your business only goes as far as your leads. That is, if you want to grow, you want to find prospective clients and nurture them into commercial real estate insurance leads.

This post provides methods and strategies that your business can use to grow your network of leads. We’ll offer alternative strategies to traditional lead generation that are easier, and more effective, to use. 

Traditional Lead Generation Methods

If you’ve been in the business for a while, you’re probably aware of some of the older lead generation methods like:

• Networking (conferences, events, and through social media)

• Lead services (CRE lead lists) 

• Paid media (advertising, Google Ads, LinkedIn Ads)

• Insurance lead vendors (lead services for agents, brokers, and carriers)

Traditional lead generation can still be effective today, but the problem is how time-consuming (therefore, costly) these methods can be. Lead lists and vendors for insurance agents and brokers are a form of traditional business development that vary in relevancy to your business. 

Best Alternative to CRE Lead Lists

Biscred is an alternative to getting the best CRE insurance leads. With Biscred, you have access to a list of thousands of property owners, investors, and businesses in the commercial real estate industry. Even the best lead services and lead vendors won’t have access to the 421,000+ companies and over 3.4 million CRE professionals that Biscred offers. 

If you would like to learn more about how the Biscred platform can help your CRE insurance organization, schedule a demo to see how to use Biscred to generate more CRE insurance leads. 

Learn more about how, in the CRE finance industry, we helped BridgeInvest double its loan originations from $300 million to $600 million using Biscred. 

Let’s see how you can use Biscred’s filters to narrow your search to insurance leads relevant to your business to introduce new prospects into the sales pipeline.

Step 1: Filter by CRE industry

We set our filters to CRE investors, developers, and business owners, netting us 29,797 companies and 482,289 professionals across the country. (Learn more about how we classify industries.)

Step 2: Add a filter to locations

Pinpoint your search even further by narrowing your search to just the Pacific Northwest (specifically, Washington, Oregon, and Idaho) to see 1,067 companies and 13,317 CRE professionals. 

Step 3: Narrow to asset class

That's still going to take a lot of time to work through! We narrowed the company asset experience down to just parking structures only and have a very manageable 17 companies in those three states (learn more about Biscred’s CRE asset classes). We can always expand our search to include other asset classes, such as entertainment facilities (sports arenas, for example), data centers, industrial complexes and more.

Step 4: Apply more parameters

From here, you can continue to narrow or expand your search even further by including more and more parameters like: 

• Cities (i.e., Seattle, Salem, Boise), or companies that are headquartered in specific cities

• Company keywords (i.e., LEED certified, industrial investor, retail investor)

• Company size by employees or number of managed properties

  
  

Commercial Insurance Lead Gen vs. Smart Prospecting

Lead lists, ads, and other traditional lead generation are still valid options, but they are not the only lead generation method you should have in your toolbox. Smart prospecting, where you target your lead generation by more specific search parameters, is replacing methods like purchasing lead lists for a number of reasons:

1. Cost-effectiveness: The quality vs. cost of a lead list is difficult to assess until you’ve purchased a list. We’ve found that purchased lists may not have as much quality control and contain irrelevant, inaccurate, or even outdated information. Even if a lead list is relevant now, over time its value will begin to diminish as it isn’t updated. Our database is validated using a combination of AI tools and data analysts (real people!).

2. Gaps in markets: Lead generation methods like purchased lead lists require the businesses on the list to opt into being added. Some businesses frown on lead lists or don’t trust lead lists and may opt out of being listed. Smart prospecting assures that you’re getting contacts to all available, and relevant, businesses. 

3. No personalization: It’s difficult to find a lead list that’s exactly relevant and catered toward CRE insurance or your business’s expertise. Smart prospecting lets you tailor your results based on your needs. 

4. Lack of data transparency: Many purchased lists don’t explain how the data was collected and how businesses qualified for the list. It can be difficult to assess whether the list will match your business goals. 

   
   

Biscred changes the way that CRE insurance brokers and agents are generating leads in a far more efficient and cost-effective way. We’re helping you decrease your cost per lead and build better business relationships. You can learn more about personalized outreach in our in-depth guide to finding better CRE leads. 

Ready to Super-Size Your Book of Business?

Biscred enhances your existing methods of CRE insurance lead generation by providing better, more targeted data. Our platform is designed to service specific CRE niches like CRE insurance. 

Ready to see how Biscred can help you? Contact us and schedule a demo. 

Our eBook collection of CRE Marketing and Lead Management Guides, includes free

downloads to help you jumpstart your business development efforts.

Boost Your CRE Insurance Sales In 3 Steps 

1. Identify your target market: Summarize all the aspects that matter to your CRE insurance firm, such as: 

• Location

• Managed asset classes

• Business type

• Company size

• Company experience

2. Create channels for inbound leads: These are filled with content you create to generate interest around your business. It involves creating:

• White papers

• Case studies of past successes

• Posts and articles about CRE insurance topics

• Educational, informative content

Learn more about what your business needs to know about inbound vs outbound leads. 

3. Leverage outbound channels for lead nurturing

This is the partner to inbound leads and involves cultivating the prospects you’ve found through Biscred or lead lists. Some outbound channels include:

• Direct calls

• Personalized messaging

• Newsletters and email campaigns

• Value-driven content

With outbound channels, the more personalized the message, the more a company will feel that your CRE insurance firm is answering its specific needs. This is best done through a systematic approach to engaging and nurturing your leads to regularly follow up and encourage them to engage with your firm further.