It is a multi contact world today 

How often we hear this refrain:  We did a mailing and it did not work.  Not going to do that again.  

One mailing to your prospect list does not a marketing campaign make. You need to use a business development process that features several mail contacts to the SAME prospects.  Insurance prospects become hot prospects for a change when renewal time rolls around.   

You need to cast your line 45 or 60 days before their auto or home or business policy expires in order to catch them.  But how do you know when their expiration dates are?   

We recommend that you make contacts (call them touches, if you prefer) with personal lines customers on your prospect list at least six times during a 12-18 month window.   

We recommend that you use a low cost per unit mailer, a mail house that can get you the best postal rate and handle your mailing schedule with a minimum of involvement by your staff. 

We recommend that you keep mailing a manageable prospect list over and over.  For a year.  For two years.  For three years.  For as long as it takes to exhaust all the sales potential in that list.  Manageable translates to affordable and within your agency’s ability to follow up leads.  But no matter if the list has 500 names or 5000, keep mailing! 

Persistency wins out every time over constantly changing lists and tactics.