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Many of the agents, advisors and planners who call us are looking for the quickest, most cost effective and best ways to generate a constant stream of the highest quality life insurance leads, to make more sales.  These people have tried purchasing leads, preset appointments, using information booklets and free reports, client newsletters, direct mail, postcards, joint ventures, dinner seminars, educational workshops, asking for referrals, articles for the newspaper, press releases, being a guest on a local television or radio program, lead groups, etc., without much success. 

The reason they are struggling with these life insurance lead generation methods isn't because they don't work.  It's because they were never given or learned the little 'insider secrets' and 'tricks of the trade' to making these proven methods work.  Plus, they didn't follow through.  They tried one method at a time.  They were looking for 'one quick way' to generate a consistent flow of life insurance leads, instead of learning how to combine each of these proven lead generation methods into a complete life insurance marketing program that will consistently put them in front of more of the 'RIGHT' life insurance prospects in one month, than most agents will see in an entire year.  (In spite of this economy)

What follows is a list of the best and the worst lead generation methods being used today, and the primary reasons why they aren't working for most agents, advisors and planners!

The Best Lead Generation Methods

Referred Lead Programs... There is no question that among the "million-dollar" producers that referred leads are the best prospects you can get.  However, the majority of agents I talk to are frustrated with them, and aren't using them.  Why?  The main reason most salespeople have trouble with referred leads, is they haven't made themselves referable!  People are not going to refer their family, friends, relatives, or associates to just another salesperson.  If you want people to give you a referral, then you must earn the right to receive it, by providing ongoing service, following through on your promises, and establishing a relationship of credibility and trust.  Note; The ultimate goal of every agent, advisor and planner (or any other businessperson) should be to put their prospecting on automatic, as quickly as possible.  You want to be spending 90% of your time in front of prospects, making sales.  One of the best, easiest and most cost effective ways to accomplish this is by making yourself referable and setting up a referred lead system that constantly generates high quality prospects...  

Annual Reviews...  If you ask these same "million-dollar" producers where they get most of their new life insurance sales from each year, they'll tell you it's from annual reviews with their existing clients.  Did you know that, according to LIMRA, the average person buys life insurance seven times throughout their life?  And, that's not counting the other sales you'll get, such as Long Term Care Insurance, Disability Insurance, Annuities and Investments.  Working with, and coaching hundreds of agents each year, I'm shocked at how many agents are not doing annual reviews with their existing clients.  Most agents are so focused and busy with bringing in new clients they are totally neglecting their existing clients.  (And, then they wonder why they aren't getting any calls from their existing clients or referrals)  Note: If you are one of the few agents who does offer your clients an annual review, and your clients are refusing your offer, is it because they view you as just another salesperson trying to make a sale, and not as a trusted advisor?

Dinner Seminars...  While dinner seminars are somewhat expensive, ($4,500 - $5,000 with the mailing and dinners) they are still one of the best and quickest ways to generate lots of new prospects each month.  When done right, you can be in front of 50 or more high quality prospects in less that 6 weeks from now.  Unfortunately, there are two critical mistakes that 90% of the agents make with dinner seminars.  One is they try to go cheap on the restaurant and/or invitation.  For example, they'll run an ad in their local newspaper, to save money.  The problem is the newspaper goes to everyone, and not just to your best audience.  So, you generally end up with a lot of the wrong people attending.  To get the right people to attend your dinner seminar, you have to specifically invite them.  You need to target your message to a specific group of people meeting the right criteria.  However, the biggest reason why advisors struggle with dinner seminars is they are only able to set appointments with 10 to 30 percent of their seminar audience.  And, then half of those appointments are canceling or are no shows.  There are several reasons why this occurs, but the predominant reason is the advisor is not getting their audience emotionally involved in the seminar.  If the prospect does not see and understand how the information relates to their situation, and how they'll benefit by meeting with you, then why should they set an appointment?  Note: With a little coaching and some small changes we've been able to help agents to set appointments with 70-90 percent of their seminar audience, and those appointments are sticking.      

Educational Workshops...  One of the most overlooked and very best ways to find new prospects and introduce them to the services you provide, is with an educational workshop.  Would you agree no one wants to meet one on one with a salesperson!  The beauty of an educational workshop is that for the prospects there is safety in numbers.  People feel much safer coming to a workshop than meeting one on one with a salesperson.  It’s a non-threatening way for them to get to know you, see the type of work you do, and the help you provide.  The beauty of the educational workshop for you is that you can offer them in small groups.  They cost very little to hold, at generally less that $200 per event.  And, because they are considered a public service you can hold them almost anywhere - in your local library, association rooms, conference rooms, etc.  However, most agents have no idea how to get the right people to attend their workshop.  Note:  To get the right prospect there involves personally inviting the people you already know; friends, family, relatives, people you do business with, client referrals, joint venture referrals, people who have asked for your free information booklet and more.  

Joint Ventures...  Joint venture marketing is the ultimate ‘insider secret’ to generating literally thousands of new life insurance prospects, in your area, rapidly and with the utmost credibility.  Are you looking for a way to be in front of more prospects?  Are you looking for ways to attract high quality prospects to you?  Then, consider sharing your clients and prospects with other successful business people... in return for them sharing their clients and prospects with you.  When done right, with the right businesses, it can make your search for new and better prospects much easier!  As you know, most businesses maintain lists of their best prospects and customers.  They use those lists to send helpful information to them, to build positive relationships.  Why?  Because people prefer to do business with people they know and trust.  If you are thinking; “I’ve tried that before and it doesn’t  work.”  The reason it didn’t work is because most agents are going about it all wrong!  Note:  Most agents are just setting up a passive referral system where the business will refer people to them only if someone asks for information, or a referral.  To make a joint venture work you must set up an active contact system that gets people to call you looking for help, more information, or gets them to come to your free educational workshop.

Lead Groups...  Another great way to get high quality leads is by joining or forming a lead exchange group with local business professionals that cater to your ideal prospects, and who have already built strong relationships with them!  A lead exchange group is a formal group of successful business people who get together every week, or every two weeks for breakfast or lunch, for about an hour to exchange leads.  At every meeting, 2 or 3 members give a 10 minute talk about what they do and who their ideal prospect would be.  Then, someone might share an idea that is helping them grow their business.  They only allow one person from each industry into the group, so there is no competition.  The criteria is they must bring in leads each month for another member, to remain in the group.  Note: I'm not sure why more agents are not joining or forming a lead exchange group.  However, they are missing out on a great opportunity.  Lead exchange groups are a great way to get known in your community, and set up joint ventures.

Offering Information Booklets and Free Reports...  Another big mistake agents often make is they try to sell themselves directly in every communication they produce.  And as a result, they generate large amounts of prospects that lead to little or no business.  They end up dealing with a lot of people who are merely curious, but never serious.  As we are now in the "information age", giving away a free report, or a free booklet is a great way to make your target market come to you.  It's the "try-before-you-buy" approach.  Done right, the people who come forward, have been indirectly screened and are qualified prospects for your products and services.  You should be offering your free report, or a free booklet in everything you do.  (even on your business card)  The problem most agents have with this lead generation method, is they expect everyone who steps forward to buy right now.  Unfortunately, people buy when they are ready to buy, not when you are ready to sell.  Note:  To make this work you must keep in front of these prospects, so when they are ready to buy, you are the one they contact.  And, you should be inviting them to your seminars and/or workshops. 

Monthly Newsletters...  It really surprises me that most insurance agents, financial advisors and financial planners are not in regular contact with their Clients, Family, Friends and Prospects!  "Out Of Sight, Out Of Mind" Is A Deadly Mistake... Especially For Anyone In Life Insurance Sales!!!  Life Insurance Sales is tough enough without you giving away the easy sales!  Consider, everyday, your friends, neighbors, relatives and even some of your clients are buying the same products and services you're selling.  But, they're not buying them from you!  Why are these people going to your competition?  Is it because they don't know you're in the business, or if you're still in the business?  Is it because they never hear from you?  Maybe the agent just happened to call them at the right time?  Or, maybe they called the agent with a question?  By sending a monthly newsletter to your friends, relatives, neighbors, clients and prospects, you are constantly reminding them of what you do (or in some cases, who you are) in a very non-threatening way.  It's non-threatening, because there's no pressure to buy anything.  Note:  Remember, the average person buys life insurance 7 times during their lives.  On top of that, many of them will buy DI Insurance, Long Term Care, Annuities, IRA’s, and other investments.  When they are ready to make their next purchase do you want them to buy it from the first agent who contacts them, or do you want them to buy from you?

How To Use Publicity To Get Known In Your Market...
By Forrest Wallace Cato

How much easier would it be to attract people to you and set an appointment with them, if the those prospects already know about you, respect you and the work that you do?  If you would like that to happen... Then seek free local publicity! Work to become the ‘local expert’ that reporters contact whenever there is a newsworthy insurance or financial story.  Introduce yourself and your agency to the business and consumer editors of your local newspaper, television, and radio stations.  Send out a one page fact sheet.  Include brief information (Bio) about your firm's background, areas of expertise, size, and the names of people to contact (with a B&W photo of each).  Then follow up with a phone call. 

Then to keep your agency's name in front of the editors and reporters, use every reasonable opportunity to send them a press release.  If you want to make it much easier to attract people to you and set an appointment, then people must know who you are, what you do, and recognize you as the expert.  Remember, people prefer to work with an expert they've already know and respect. 

Why Use Publicity?

• Compared to paid advertising, publicity (targeted media exposure) can be an inexpensive means of reaching your target audience and selling your services.  Consider that a quarter page advertisement in USA Today costs about $10,000.  If your publicity campaign generates one article in USA Today, then the campaign just paid for itself.

• Publicity is more credible to your audience than paid advertisements.  Your audience knows that media interviews and reviews are not paid for by the author.  Therefore, the audience trusts the media's opinion of the your services.

Here are few simple ideas you can use to gain publicity...

Be A Regular Guest On A Local Radio or Television Program... Talk radio or television is a powerful strategic tool to get your message out to the general public, educating your whole community about what you do, and getting yourself known.  It is one of the quickest, easiest, and least expensive ways to get known in your local community.  People seem to think that radio and television talk shows are well-protected kingdoms that don't allow outsiders to penetrate their walls.  That's a huge misconception!  It's actually the opposite.  Radio and Television Talk Show Hosts are struggling to fill the thousands of hours of broadcasting time they are responsible for.  They want to give you FREE Radio Advertising because it helps them out too!   Note:  You've got GREAT information.  You have an amazing product.  You know that everyone listening will want what you're selling.  Now all you have to do is ask the radio producer, or the talk show host, to allow you to be a guest.  (Before and after the show, don't forget to send out a press release)

Articles in Local Newspapers and Association Newsletters...  Get yourself published in every local media source. If you need ideas, you can rewrite articles from the web.  Be sure to include your ‘BYLINE’ and offer a free report, in everything you do!  An article gives you much more credibility than running an ad for your services.  And, it's free advertising!  Remember to make reprints of the articles to send to your clients, friends, family, referrals and prospects. 

Be A Guest Speaker for Local Associations and Religous Groups... As a financial expert you have a lot of knowledge on how to help people to better manage their money.  Many associations are looking for a qualified authority to share their knowledge with their members.  Why not let them know you are available?  (Before and after the event, don't forget to send out a press release)

Adult Education Classes...  How about offering an adult education financial class at the local high school or college.  (Before and after the event, don't forget to send out a press release)

Be Active In Community Organizations...  Your local Lions Club, Rotary, Chamber of Commerce, Jaycees and many other organizations host civic events each year.  Be an active leader in these events and write article about the event, with your byline.  (Before and after the event, don't forget to send out a press release)

Press Releases...  Press releases on the are one of the most effective ways to drive potential clients to your website, newsletter, e-zine, conference or seminar.  You can inform and educate prospects about the benefits of your financial services and reap major publicity with little cost, effort, time, or trouble.  A press release is a one-page summary of the work you do.  It provides the media with more information regarding why they should write an article about you or why they should have you as a guest on their program.  It is imperative that the press release contains an interesting angle that makes you relevant to the media's current audience.  Make certain that your press release is a news release and not an attempt to just get a free advertisement!  Remember, especially if you are creating news, that your press release must be qualified on an information, news, educational, or entertainment basis.  If possible, attempt to provide content of immediate interest and/or lasting practical value for your intended audience.  Your excitement does not mean your subject is newsworthy.  Respect the intelligence of your readers.  Do not scream BUY ME!  Or gush with praise about how wonderful you are.  Again, do not try to cheat or abuse this opportunity to communicate.  Resist the temptation to give your sales pitch!  You do not want media people to think of you as just another clown among financial advisors or insurance agents.  

By Forrest Wallace Cato, RFMA, RFC, CRR, CPC - Mr. Cato has over 25 years of successful experience as a local, regional, and as a multi-national, media strategist and media advocate serving financial professionals.  For financial advisors, he creates, establishes, and maintains, desired images, then promotes those advisors within target markets. This highly proven marketing communications effort leads to increased understanding (brought about by desired media exposures) and results in increased consumer acceptance!  www.catomakesyoufamous.com

The Worst Lead Generation Methods

Over the past 27 years we've spent a lot of time talking to and working with some of biggest producers in the industry.  We've done numerous surveys and have yet to find a successful advisor (who is consistently earning $20,000 or more per month) who is using the following lead generation methods as a major part of their marketing campaigns.  These lead generation methods can be fine ways to fill in gaps and help with slumps.  And, they can be used when you are first getting started in the business.  However, they are not going to consistently put you in front of your best prospects...

Newspaper and Magazine Ads...  Running an advertisement in your local newspaper can be a low cost way to get some people to call you or attend your dinner seminar.  However, you never know if the right people will see your ad and respond.  Generally you'll end up wasting a lot of time and money talking to the wrong people.

Direct Mail... There are two types of direct mail campaigns.  One type is sending mail to people you know, friends family, clients, referral from joint venture partners, etc. which can be very effective.  The other is sending direct mail to a cold, targeted list of people (people who meet certain specific criteria.)  This is commonly referred to 'junk mail' as these people did not request it.  If you are sending direct mail to a cold, targeted list you have to send out a minimum of 5,000 of a great sales letter for it to be somewhat effective.  And, that's very expensive.  (That's why, for dinner seminars, the direct mail houses will tell you that you have to send out a minimum of 5,000 invitations.)  Unless you have a large marketing budget and a great letter, there are much better, more cost effect ways to generate the right leads.  

Buying Pre-set Appointments... I haven't found or heard of any agents, advisors or planners who are happy with their pre-set appointments.  Again they may used to fill in gaps and slumps. 

Buying leads... If you've ever purchased leads, then you know that very few of leads are actually good prospects.  And, most of the leads are old and have been sent to other agents.

Cold Calling... Cold calling is a hit and miss proposition.  It take a lot of time. You have to deal with a lot of negativity!  And, doing it long term is a major cause of agent burnout!

Using A Website... Most agents use a web site just to give them credibility.  It's extremely difficult to attract local prospects.

If you want to generate a constant stream of the highest quality life insurance leads, to make more sales, then you need to learn the "Insider Secrets" the top producers use to make these proven lead generation almost "fool proof!"

That's what's in our systems!  And, that's why the people we work with are consistently in front of more of the 'RIGHT' life insurance prospects each month, than most agents will see in an entire year.  (In spite of this economy)

Lew and Jeremy Nason
'The 9 Out Of 10 Guys'
Marketing and Sales Coaches

Message to Financial Advisors...
What have you done in the last sixty days to increase your sales?  Is there any question that during the year, you're going to spend thousands of dollars in time, money and effort bringing in new clients to your business?  Then wouldn't it make sense to do it the most cost effective, money-making ways?  Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use?  Jeremy and Lew Nason

P.S. If you are a current member of NAIFA, GAMA, MDRT, or the IARFC give us a call for your special discount. (If you're NOT a member… You should be!)

Discover... the 'Acres Of Diamonds' In Your Career,
Your Client Base and Your Local Community!

“If you will spend an extra hour each day of study in your chosen field,
you will be a national expert in that field in five years or less.”
Earl Nightingale

Become The Expert Advisor People Want To Meet With...

Take Your Life Insurance Sales To The Next Level!

You'll learn a much simpler and more effective way, to properly (and ethically) market and use the same powerful 'Cutting Edge' financial concepts found in the 'Money for Life', 'LEAP', 'Missed Fortune', 'Infinite Banking', 'Circle of Wealth', plus the various 'Retirement Supplement' and 'College Funding' systems... to actually help people!

Found Money Management™ Advanced Life Insurance Sales Tool Kit

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You'll learn to attract the 'Right' annuity prospects... Using the most comprehensive and effective Annuity Marketing, Lead Generation, Seminar, Appointment Setting and Sales System available today!  It's everything you need to attract a steady stream of your IDEAL annuity prospects.  Learn how to help people to get what they want, and you'll collect 'One Million' of annuity premiums each and every month!
 

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_______________________________

Sales Tips…

Expand Your Business Though Your Current Clients

1)  It is important to ask your clients if they know anyone else who may have a need for your services.  It is helpful if you can get a testimonial letter rather than simply saying, "Bill Jones of ‘Retirement Resource Management’ sent me."  Always ask your clients for permission to use them as a reference.
 

2)  Sell more of the same.  If, during your annual review, you see that your clients have the capacity to buy more of your product, suggest that they buy more.  Under no circumstances, however, should you try to sell them more if they don't need it.
 

3)  Sell them additional products or services.  Again, if you see a need, offer a new products/services to your present customers.  If they like your original product, they'll listen to your ideas about expanding into other products.
 

4)  Upgrade your clients.  If a client originally bought term insurance, you may be able to upgrade it to a higher priced, higher quality permanent life product.

Have an open mind as you begin each sales call!

“It's not the answer,
it's the quality of the question!”

Success Tips…

Are You Constantly Searching For A Way To Succeed In
The Insurance Business? 

You are not alone.  There are tons of people just like you.  But the difference is not in the marketing program you purchase, the leads you buy, or the copywriter you hire. Sure, the right marketing program will help you in your quest for sales success, but if your MINDSET is wrong and you are dwelling on LOSS or NEGATIVITY...

That's Exactly What You Are Going To Get Back...

This is YOUR wake up call!  Time to make a quantum leap in your belief systems and make a positive change in your life... even if you already successful, you can ignite your career and shoot for the stars (and if you only make it halfway you are still GOLDEN).

YES! Your mind-set, can make all the difference.  The way you look at the world and what you want.  The way you think about what's happening around you.

Knowing that what's happening around you is not nearly as important as what you think about what's happening around you.  In other words, what's happening in you is much more important than what's happening around you.

"Whatever the mind of man can conceive and believe it can achieve." Napoleon Hill

Important Prospecting Update…
Getting Known In Your
Local Community

If you want to make it much easier to attract the ‘Right Prospects’, set appointments and close sales, then spend a little time to get well known in your local community as someone who cares and is the expert in their field!  It will pay big dividends!

Here are some simple ideas?

• Write an article and get it published in your local newspapers, with your by-line and contact info...

• Let your local news reporters know that you are available for interviews, comments and advice on financial happenings in your specialty...

• Be a guest on a local radio or TV program...

• Offer free educational workshops (adult education classes, etc.) for your church, library and local organizations. (Lions Club, Jaycees, etc.) 

• Get the event published in your local news... before and after the event!

• Join or form a lead group...

• Join and attend functions for your local Chamber Of Commerce... (Be a speaker)

• Be active in your local community events...

• Publish your own newsletter for people in your community... or get your article published in a newsletter put out by another business.

• Get businesses to hand out your business card or some free gift with your contact information on it.

If you want to generate more sales leads, attract people to you and set more appointments, then you can’t hide your light under a bushel basket!
 

"Acting On A Good Idea Is Better
Than Just Having A Good Idea."

Real Testimonials And
Success Stories…

"Lew and Jeremy, Again....thank you for everything.... I feel so much better informed, educated, and knowledgeable than ever before. I am also excited about reaching my goal of submitting a minimum of $30,000/mo. each month in 2009! Thanks to you guys, I know it's going to happen.  Have a great day!"
Bryan Schurter, FMM, RFC - CA

"Lew is one of the most genuinely kind and interested person in truly helping people I have ever met. He is making a real difference in the lives of his clients and associates in the industry by teaching them to get down to the basics of human communications and needs selling."
Brian Gibbs, RFC - CA

"You have the most comprehensive and I firmly believe, the most practical coaching service for insurance/annuity agents."  "Thanks Again and please, Keep On, Keeping On (what you are doing)!" 
Gil Credeur - LA,

"I have combed through your website and read almost every page and want to say thank you! The information has helped big time, my production is up 65% over last year already." 
Rick H. - Winnipeg, MB, Canada

 “Wisdom is knowing what to do next,
skill is knowing how to do it,
and virtue is doing it.” 
David Star Jordan

Well, that's it for this weeks 'Moneymaking... Marketing and Sales Tips' Newsletter.  I hope you found the information interesting and helpful in your efforts to grow your sales and income.

Lew and Jeremy Nason
'The 9 Out Of 10 Guys'
Marketing and Sales Coaches

P.S. Do you have a friend or associate who is struggling in this business and needs help?  Why not tell them about our Web site and forward this newsletter to them. They'll thank you!

© 2009, Insurance Pro Shop^® - All rights reserved
Lew Nason, with his sons Jeremy Nason and Will Nason are the founders of the Insurance Pro Shop ^®

and the creators of the Found Money Management™ Advanced Life Insurance Sales System the most endorsed and successful Life Insurance prospecting and sales system available for today’s insurance professional!  Lew has been helping agents and advisors to achieve long-term success in financial services industry for almost three decades.  His unique perspective, on how to truly help clients, has enabled scores of agents and advisors reach the top levels of their profession.  Visit his web site at http://www.insuranceproshop.com/ or call 877-297-4608.

Helping Insurance Agents and Financial Advisors create endless
streams of new, repeat and referral business…

www.insuranceproshop.com
Toll Free # 877-297-4608