Generating Leads by Offering a Brief Audit or Consultation

By Jenny Holly Hansen | WBN News | May 14, 2025

When I’m looking to build meaningful connections with potential clients, I’ve found that offering something of immediate, tangible value is one of the best ways to open the door. One approach that consistently works well—especially in professional services—is offering a brief audit or consultation.

Why? Because it shifts the dynamic from selling to serving. It gives the prospect a real taste of what it’s like to work with me, while also helping them identify gaps or opportunities they may not have seen on their own.

The Power of a Diagnostic Conversation

At its core, a brief audit or consultation is a chance to listen. I ask a few focused questions, look at a key part of their business, and offer feedback they can act on—whether or not they choose to work with me further. For example, as an insurance broker, I might offer to review:

• Their current commercial insurance policy for gaps in coverage
• Any exclusions that could cause trouble down the road
• Opportunities to optimize their policy structure or reduce premiums

Even a 15–30 minute call can surface real insights that build trust—and in many cases, lead to the next conversation.

How It Generates Quality Leads

A well-framed consultation does more than just deliver value—it positions you as an expert. You’re not pitching your product. You’re demonstrating competence, care, and relevance. And that naturally attracts the kind of clients who are looking for a trusted advisor, not just a service provider. These are some of the reasons it works so well:

• Low barrier to entry: It’s free, fast, and helpful.
• Builds credibility quickly: They get to see how you think and how you help.
• Creates reciprocity: When you give first, people are more inclined to continue the relationship.
• Clarifies fit: You both get to see if there’s a real need or alignment before moving forward.

Keys to Making It Work

If you’re thinking of offering a brief audit or consultation to generate leads, here’s how I’ve made it work effectively:

1. Keep it focused: Don’t try to cover everything. Pick one area where you can provide the most insight.
2. Be clear about the offer: Let them know exactly what they’ll get and how long it will take.
3. Don’t overdo the pitch: Use the time to diagnose, not sell. If there’s a fit, the next step will feel natural.
4. Follow up with value: After the session, I usually send a quick summary or helpful resource to keep the momentum going.

Final Thought:
In a world where attention is hard to earn, offering a quick audit or consultation cuts through the noise. It’s not just about generating leads—it’s about starting relationships from a place of service and expertise. And in my experience, that’s the kind of start that leads to long-term clients.

Let me know if you’d like help crafting a consultation strategy that aligns with your business goals—whether that’s insurance, consulting, or something entirely different.

Let’s Keep Talking:

Jenny is a business insurance broker with Waypoint Insurance. With 19 years experience, she will well versed in the technical aspects of business coverages.

She can be reached at 604-317-6755 or jholly-hansen@wbnn.news. Connect with Jenny on LinkedIn at https://www.linkedin.com/in/jenny-holly-hansen-365b691b/.  Connect with Jenny at BlueSky: https://bsky.app/profile/jennyhollyhansen.bsky.social

Let’s Meet Up:

Jenny Holly Hansen is a cohost with Chris Sturges of the Langley Impact Networking Group. You are welcome to join us on Thursday’s from 4pm to 6pm at: Sidebar Bar and Grill: 100b - 20018 83A Avenue, Langley, BC V2Y 3R4

TAGS:  #Jenny Holly Hansen #Generating Leads #Brief Audit / Consultation #Diagnostic Conversation