What to Do When You Don’t Have Any Clients? (Insurance)

Every insurance agent or brokerage experiences slow periods, especially when starting out or entering a new market. Not having clients can feel like a setback, but it’s also an opportunity to focus on activities that will bring in business consistently.

Step 1: Refine your offer

If you’re not getting new policyholders, review your products and messaging. Are you solving a specific need for your audience? Whether it’s affordable life insurance, comprehensive business coverage, or specialized travel policies, make sure your offer speaks directly to your target market.

Step 2: Target your ideal audience directly

Don’t wait for leads to come to you — go where your potential clients are. This might mean attending local networking events, joining business associations, or building relationships with referral partners like real estate agents or mortgage brokers.

Step 3: Leverage referrals

Your current network — friends, family, past clients, and business contacts — can be your best lead source. Offer referral incentives or simply ask for introductions to people who might need your services.

Step 4: Build credibility online

Today’s buyers often research before they reach out. Make sure your LinkedIn profile, Google Business Profile, and website showcase your expertise. Share helpful insurance tips and client success stories to position yourself as a trusted advisor.

Step 5: Run targeted campaigns

Use digital ads on Google, Facebook, and LinkedIn to reach people actively looking for coverage. Target by demographics, location, and intent to attract qualified leads without wasting your budget.

Step 6: Follow up relentlessly

Many potential clients don’t buy right away. Stay in touch through calls, emails, or text messages. Consistent, value-driven follow-ups can turn a “not right now” into a “let’s do it.”

The bottom line

No clients doesn’t mean no future. By refining your offer, actively pursuing prospects, and building trust both online and offline, you can quickly move from empty pipelines to a steady stream of new policyholders.

Want more qualified insurance leads? Contact us for a marketing strategy that works.