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Make Your Life Insurance Sales Career… ‘Recession Proof’
Part II
As I stated in my last article, the first step to making
your life insurance sales career ‘Recession Proof’ in a struggling economy is to
become adept at, and be focused on, helping people to solve their immediate
financial problems. You must help people to ‘Find the Money!’ You
must become the financial advisor people want to
see.
The second step to making your life insurance sales career
‘Recession Proof’ is setting up a marketing program to deliver your ‘Special
Message’, so you are constantly attracting the right people to you.
You can be the best, most skilled and trustworthy financial advisor in the
world, but if no one knows it, you are dead in the water. If you want to survive
and prosper in a struggling economy, then obviously you must be consistently in
front of the ‘Right’ High Quality Prospects. We are talking about
being in front of the people you have the best chance of selling!
“Many good insurance agents are not really good at selling.
They are great at marketing. The opposite is also true.
Many good salespeople are terrible marketers.”
“If you’re a good marketer, then selling is much
easier.
If you cannot or will not market your products and services,
then you will have a tough time selling...
especially in a struggling economy!”
“However,
if you are a good marketer, and a good salesperson,
you can take your sales career to the very top of the industry!”
Once you have determined your specialty and decided how you
can really help people, then you must decide who the best prospects are for your
specialty… and find the most effective ways for you to constantly deliver your
special message to those prospects!
Who Are
Your Best Prospects!
Most agents want to believe that everybody is a good prospect for
what they offer. So, they waste their time and money sending letters to, talking
to, meeting with and trying to sell the wrong people.
-
Are there some people that are better
prospects than others for your products or services?
Example: If you are selling life insurance,
is it going to be easier to sell it to single people, or to people with
families to protect?
-
Are there some areas, companies, occupations,
associations, etc. that have groups of your ideal prospects?
If you sell one person in that group, is it
going to be easier to set appointments with and sell the other people in the
same group?
-
Are there some prospects that you relate to
better than others? Are there
prospects who you have more things in common with than others? When you
relate better with a prospect isn’t it going to be easier to set an
appointment and close a sale?
-
Are you better off working
with Middle Income Families, and avoiding all of the competition in the
affluent markets.
Attracting
Your Best Prospects.
Most agents spend all their time trying to meet with and sell
strangers, which is the hardest, most frustrating and most expensive way to
build their business. And, yet isn’t that what most lead systems focus on!
-
How hard is to set an appointment with
someone who has never heard of you, or the work you do?
How much credibility do you have with these
strangers? How much trust do these strangers have in you? Don’t most people
prefer to meet with and do business with people they already know?
-
How much easier would it be to set an
appointment with someone, if his or her trusted advisor, or friend
recommended you and endorsed your services?
-
How much easier is it to set an appointment
with people who have already heard of you and the work you do?
In order for you to build your reputation and attract
a steady stream of the ‘RIGHT’ qualified prospects, you need to
consistently use several (three or more) of the effective lead generation
systems listed below. However, you have to do it in such a way, that you are
constantly delivering your ‘special’ marketing message… to the right
people!
Here is a list lead generation systems to
choose from:
Telemarketing System, Direct Mail System, Advertising System, Press Release
System,
E-mail Marketing System, Purchased Leads System, Referral System,
Association Marketing System, Post Card System, Monthly Newsletter System,
Joint Venture System, Dinner Seminar System, Educational Workshop System,
Center Of Influence Marketing System, Direct Response Ad & Booklet System…
Believe it or not, consistent effective use of just a few of these marketing
systems will get you more prospects than you can handle… even in a struggling
economy! However, you must take the time to learn the ‘insider
secrets’, the little 'tricks of the trade' to making them work!
Imagine having an avalanche of highly qualified prospects
phoning, mailing, or e-mailing you each week, practically begging to meet with
you.
Wouldn’t this be a great problem for you to have?
If you want to attract more of the 'Right' Life
Insurance Prospects, you can take the ‘Trial and Error’ approach to try
to develop your own marketing tools and programs, or... You can have
more prospects than you can handle in just a few days from now by getting
involved in one of our time tested and proven Specialized Life Insurance Lead
Generation Programs! (Or, our Annuity and Long Term Care programs)
What’s In All Of Our Specialized Lead
Generation Programs?
We’ve included a very detailed explanation
of ALL the effective lead generation systems listed above. Along with the
‘insider secrets’ and marketing philosophies behind those systems,
with all of the proven marketing tools to make those systems work…
Sales letters, invitations, ads, telemarketing scripts, PowerPoint presentations
and more!
Plus, you’ll receive ongoing personal mentoring and
coaching each month, (for a full year), to help you to fine-tune and get the
most out of these lead generations systems!
No more… Cold
Calling, Buying Expensive Leads or Taking A Commission Cut To Get Leads!
You’ll learn how to be in front of more of the ‘right prospects’ in one month,
than most agents will see in a year. And, with our training, you’ll learn how
you can do it for under $100 per month.By Lew Nason
‘The Nine Out Of Ten Guy’
© 2008
Lew Nason, RFC, FMM, LUTC Graduate -
All rights
reserved
Lew Nason,
with his
sons Jeremy Nason, RFC, FMM and Will Nason, RFA,
FMM 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 over two 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
www.insuranceproshop.com or call him toll free @
877-297-4608.
The Leading 'Advanced' Life Insurance Sales Success System
'Found Money Management™'
Advanced Life Insurance Sales Tool
Kit
-
Includes 12 of
the very best ways to consistently generate high quality life leads!
- Includes Our 'Cutting Edge' Life Insurance Educational Workshop System!
- And Our Client Information Booklet and Free Report System!
In just a few
days from now you can be on your way to collecting $50,000 to $100,000 of Life
insurance premiums each month with our State-of-the-Art 'Found Money
Management™' Marketing and Sales Strategies! Learn a much simpler way
to use the incredibly powerful sales concepts found in the Missed Fortune,
Infinite Banking, Circle of Wealth and LEAP systems, without
their exorbitant prices!http://www.insuranceproshop.com/lifeinsurancemarketing/lifeinsurancesales.html
The Ultimate Annuity Sales Success System
Annuity Sales Excellence™
'Advanced' Annuity Lead, Seminar and
Sales System
- Includes 12
of the very best ways to consistently generate high quality leads...
- w/ Our 'Cutting Edge' Invincible Annuity Seminar and Workshop System™…
- Our 'Annuity Lead Magnet' Information Booklet and Free Report System™
It's a complete
'Turnkey' Annuity Marketing, Lead and Sales System... Learn the secrets Top
Producers use to set high quality appointments, overcome objections and
close large annuity sales. And, in just a few days you too can collect
one million of annuity premiums per month!
http://www.insuranceproshop.com/annuitymarketing/annuitysales.html
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Your Press Kit
Can Help You
Increase Your Sales
Every
highly successful professional has a press kit.
Ed Morrow, CLU, ChFC, CFP, RFC, CEP,
who heads the fast-growing International Association of Registered Financial
Consultants (IARFC)
says, "In China and the Pacific-Rim countries, where I travel
frequently, financial planning is a booming industry! I notice that the leading
annuity producers, those who help the most clients, in China and in the
Pac-Rim countries, all have impressive press kits. Our leading planners
and agents in the U.S. have press kits. You should be using and
benefiting from press kits!"
Your Press Kit Is Your Identity; Your Identity Is Your Destiny!
All celebrities have press kits, as does every Fortune 500 CEO, senator and
congressman. Anyone of importance has a press kit; you are important and should
have your own press kit! Your press kit presents the identity that positions
you; your true identity becomes reality and is your destiny.
Do you want to
be considered an important "name?"
If you are a highly successful
financial planner, leading insurance agent or top financial advisor, you already
have a press kit. Outstanding leaders in any profession (with the possible
exclusion of "hired killers") have long-used press kits. You get the idea;
either you are a "name" or you are not a "name." If you are a "name" then you
are "someone" who is recognized, established, known, and a leader! Either you
are important, or you are not very important! If you do not have a press kit
then you are announcing that you are not a "name," thus not important, not a
leader, not a top annuity producer, not well-known, not highly established, not
recognized, etc.
At this point in your career and profession, you should be well aware of the
benefits of using a press kit and should understand its use and purpose. Use
your press kit to better market your services and improve your image while
advancing your earnings.
If you want to see an example of a press kit, ask the most famous or successful
insurance and annuity producers for theirs. Since your goal is to become more
successful and assist many more clients, you should start your press kit
immediately. Your press kit is the same as a fact file, or information folder,
or media record.
Explain What is
Unique and Special About You!
Your press kit works for you. The industry leaders who compete with you all have
Press Kits working for them, and know how to use their press kits.
You "stuff," or "insert," items into your press kit according to what you are
going to use your press kit for, such as how you desire to be positioned to the
person(s) receiving it. Your press kit should contain any items that convey your
desired destiny, status, prestige, image, accomplishments, anything positive and
impressive about you and your work! It should reveal what is unique and special
about you, because it is both your identity and your destiny!
Cato's Ten Items Your Press Kit Should Contain
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Your black and white and/or
color photo (s). Size 5x7 is most often used.
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Your lengthy biographical
sketch. This contains "everything" about you but should not include
"puffery," lies, embellished, misleading data, or exaggeration. This should
include all your designations and degrees.
-
Your Book. Don't call your book a
"best-seller" unless it made to the New York Times top-ten list. Financial
planning clowns have press kits full of untruths.
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Your short bio-sketch (a
condensed version) limited only to the most important credits you have.
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A copy of your speaker's
introduction used by those who introduce you when you are about to appear at
a speaker's podium. This also implies that you are frequently introduced to
audiences. When you are introduced have the person doing the honors read
your introduction copy several times in advance. How many unprepared people
have you seen who presented someone by stumbling through their introduction?
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Copies of any print media
exposures you have received, especially a cover of a magazine or large-space
feature articles. These reprint "inserts" separate the men from the boys,
and are considered important "proof" that make important decisions click in
your favor.
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Print proof of anything else
that is impressive or enhances your credibility, such as proclamations,
awards, honors, recognition certificates, etc.
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Optional is a list of your
memberships and the leadership positions you hold or have held.
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Letters of recommendation or
letters of praise from satisfied clients. Try to include an audio, video, CD
or DVD of you in action.
-
Your business card.
Note: Of course, you should have
your name, address, 'Unique Selling Proposition', and various contact
numbers, on all, of the pieces in your press kit.
By Wally Cato
Forrest Wallace Cato, RFMA, RFC, CRR, CPC,
Wally 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, and 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
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