Smart Growth Doesn’t Always Mean Paid Ads
You don’t need a massive advertising budget to grow your book of business. In fact, some of the most effective methods for writing more policies are rooted in relationships, consistency, and creativity—not dollars. At the Kansas Professional Insurance Agents Association (PIA), we believe in empowering agents with tools that don’t require deep pockets but deliver deep impact.
Here are several proven strategies to help you write more business without spending money on advertising:
1. Leverage Your Current Book
Your best leads may already be your clients. Schedule regular policy reviews. Ask questions like:
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Has anything changed recently in your business or home life?
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Do you have gaps in coverage we can fill?
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Who else in your family or company handles insurance?
Upselling and cross-selling—done with care and value—can lead to more policies written without any ad spend.
2. Create a Referral Culture
Instead of waiting for referrals, create a system around them. Consider:
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Asking happy clients to introduce you to one person they trust
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Offering a non-monetary thank-you like a handwritten note or branded gift
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Letting clients know you appreciate and rely on referrals
People want to refer someone they trust—make sure they know you’re open to it.
3. Use LinkedIn the Right Way
You don’t need to buy ads to grow on LinkedIn. Try this weekly habit:
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Connect with 5-10 new professionals in your area or niche
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Share educational or value-driven posts once or twice a week
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Comment on others’ posts to stay visible and build relationships
People buy from people they know—and with consistency, your network will remember you.
4. Join Local Community Groups
Whether it’s a chamber of commerce, BNI group, or service organization, showing up is a form of marketing that costs nothing but time.
You build trust. You get to explain what you do. You become the go-to insurance expert in the room.
5. Create and Share Educational Content
Each week, aim to share one helpful piece of content. This could be:
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A short email to your client list
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A 2-minute video answering a common insurance question
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A blog post or LinkedIn article
Focus on value and clarity. Share it across multiple platforms: email, LinkedIn, your website, and relevant Facebook groups.
6. Reconnect with Past Clients and Cold Leads
Past clients or lost quotes are still valuable opportunities. Build a system to check in quarterly:
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“Just checking in—has your situation changed?”
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“New discounts are available. Want me to run an updated quote?”
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“Let’s reconnect. I’d love to help you again.”
Persistence (without pressure) works.
7. Partner with Other Professionals
Build alliances with professionals who deal with major life transitions, such as:
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Realtors
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Mortgage brokers
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CPAs
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Attorneys
Offer to be their go-to insurance resource—and return the favor when you can.
8. Maximize Your Google Business Profile
You don’t need paid Google Ads to rank locally. Instead:
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Ask clients to leave positive reviews
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Post updates and insurance tips weekly
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Ensure your hours, services, and contact info are always accurate
Google values freshness and relevance—and so do your future clients.
9. Ask Better Questions
Sometimes, writing more business is about asking smarter questions. Move beyond “What do you need?” and ask:
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“What are you most concerned about when it comes to your coverage?”
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“What would happen if something unexpected occurred tomorrow?”
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“Who else do you trust that I could help like I’ve helped you?”
These questions uncover needs, build trust, and invite referrals.
10. Lean on the Kansas PIA Community
Your PIA membership includes tools, training, and networking that help you grow—all without paid advertising. Take advantage of:
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CE credits and insurance education
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Local events and networking groups
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Peer collaboration and online resources
If you’re not fully tapping into your PIA resources, now is the perfect time to start.
Conclusion: Growth Without a Budget
Advertising can help, but it’s not the only path to growth. With the right habits and a relationship-first approach, you can write more business through trust, not transactions.
At the Kansas Professional Insurance Agents Association, we’re here to help you grow smarter, stronger, and more connected—without spending a dime on ads.
Ready to grow your agency without paid ads? Let us help you tap into the tools and strategies already within reach.