"What’s The
Quickest Way
To Increase My Life Insurance and Annuity Sales?"
Everyday we are getting calls and emails from advisors who have
managed to survive their first four years in this business. (85% of
new agents don't make it 4 years) These advisors were making
$3,000 to $6,000 per month. ($36,000 to $72,000 per year) They
were successful in what they were doing, but now they are having
serious problems. Because of the current economy they are
experiencing a severe sales slump. They were buying leads, or
their agency was supplying leads, and those leads have practically
dried up! Their direct mail campaign has all but stopped
working! And, the quality of their leads just isn’t there any more!
And, they all want to know: "What’s the quickest way for me to
generate more leads, to be in front of more prospects, to increase
my sales?" It’s something that almost every advisor struggles
with from time to time, but this economy has made it worse.
Are you experiencing the same problems?
What are your
options?
If you want more and/or better leads,
you could throw more money at the problem and send out more sales
letters and/or experiment with different sales letters. Or,
you could spend more money to buy more leads. Or, you could
add a different lead source, and hope that it is better. Or,
maybe you could join with a different marketing organization and
hope that they actually do have a better source of leads, like they
promised.
Or, you could purchase a new 'miracle' sales system
that will allow you to make a 'Bazillion Dollars,' while selling
life insurance and annuities from your home, on the phone, in your
underwear!
Or,
maybe it's time for you to take complete control of your destiny and
learn how to properly market your services like the top producers
do? What 'insider secrets' do they know that you don't?
What are they doing that you aren't?
What if you could learn the simple,
cost effective techniques the top producers use? Could you
increase your leads, appointments and sales in a matter of only a
few weeks? What if you could set up a marketing system that
would mean that you never have worry about the troubled economy
again? Is it even possible?
What Lead Generation Techniques
Do The Top Producers Use?
If you want to see more perfect
prospects in one month, than most agents, advisors and planners see
in an entireyear, then wouldn’t it make sense to take a look at what the top
producers are doing to generate their leads?
The top producers know that you must
have 3 or 4 lead generation systems working at all times, so that if
one of the systems slows down or stops working, you will never run
out of leads. And, you’ll always have enough leads, so you can stop
wasting your time with the lookers and shoppers.
What are the ‘top 15 practice
building techniques’ the top advisors use?
Which ones do you think generate the
most business?
Here are
the results of a survey of ‘Top Producers,’ who earn $100,000 or
more:
Referrals from
clients, and non-clients (and joint ventures) …....
94.3%
Contacting clients
by phone, or in person (annual reviews).....… 73.9%
Printed newsletter,
mailed, or hand-delivered……….…………. 47.3%
Seminars,
educational workshops, teaching classes.........……… 43.3%
Participation in
organizations of clients (church, scouts)………
38.0%
Speeches, talks to
civic, trade, select groups……………………31.0%
Electronic
newsletter, faxed, e-mailed, etc…………………..…. 29.8%
Website focusing on
you, and your business………………….... 27.8%
Writing articles
for newspapers, magazines……………………. 27.8%
Professional public
relations (hire a media consultant) .……….. 22.9%
Cold e-mailing,
faxing, mailing brochures, etc………………… 21.6%
Cold calling, by
phone, or in person.........………………………18.4%
Directory
listings..........................………………………………18.4%
Working with the
media......................………………………….18.4%
Advertising in
newspapers, magazines.........…………………… 14.7%
You’ll notice that purchasing leads,
or using company generated leads, are not even listed by the Top
Producers. You'll also notice that the most common ways that
the majority of advisors use to generate leads are at the very
bottom of their list. I wonder why?
What Else Do
The Top Producers Know and Do That You Don't?
What
the top producers also know is that if you want to attract people to
you and have a consistent flow of leads, no matter what the economy
is doing, you must be solving a real problem people have.
Remember, if there is no problem, then there is no reason why they
should contact you or meet with you! People buy based on
emotions. They want to either reduce their pain or increase
their pleasure. The bigger the problem they have, the more
pain they feel and the quicker they'll want to solve the problem.
If
you want to increase your leads, appointments and sales quickly,
first look at your primary market and determine what’s the biggest,
most overwhelming problem you can solve for those people? If
you can identify a big, overwhelming problem you can solve for your
primary market, the easier it’s going to be to generate leads, set
an appointment and make a sale!
What Problems
Can You Solve For People In Your Primary Market?
If
you are primarily dealing with younger families (pre-retirement) or
small businesses, then maybe the biggest problem they have is their
current cash flow. Most of these people have too much month…
compared to their income. Do you have some ideas that could
help them to reduce their monthly expenses? How about
reviewing their current health insurance, auto insurance, life
insurance, disability insurance, etc. to see if there are some
changes they can make to decrease those costs. Can they change
their deductibles, remove unnecessary riders or change to a less
expensive company? (Make sure it is in their best interest)
What other things can they do to decrease their monthly expenses?
Many
people have a huge problem with consumer debt. Do you have
some ideas that could help them reduce their debts? Again, how
about reviewing their current health insurance, auto insurance, life
insurance, disability insurance, etc. to see if there are some
changes they can make to decrease the costs and free up money to
reduce their debts. Can they change their deductibles, remove
unnecessary riders or change to a less expensive company?
(Make sure it is in their best interest) What other things can they
do to free up money to reduce their debts?
If
you are working with more affluent people and business, isn’t one of
their biggest problems income taxes? Do you have some ideas
that could help them reduce their taxes?
If
your primary market is retirees… what’s their biggest problems?
Isn’t one of their biggest problems today the fear of outliving
their money? Have they recently lost a lot of money in the
stock market? What can you do to help them to recoup their
money and make it last through all their retirement years?
These
are just a few examples of the problems you can solve for people in
your primary market. Now the question is…
How Do You
Turn Solving Their Problems Into A Sale For You?
First, you help them to identify and understand a primary problem
they have, so they want to meet with you. And, then you help
them to solve that problem, so they want to do business with you.
By helping them to solve their primary problem, you’ll gain their
confidence, trust and respect. Now you can help them to
identify other problem areas where your products and/or services are
the solution.
How
Do You Generate Leads and Set Appointments With These People?
As I
said earlier, if you can identify a big, overwhelming problem you
can solve for people, the easier it’s going to be to attract people
to you, set an appointment and make a sale. So, what can you do to
attract these people to you? How about offering your current
clients, friends, relatives, acquaintances and prospects an
educational workshop on: ‘Improving Your Current Cash Flow’,
‘Reducing Consumer Debt’, ‘Tax Saving Ideas For Businesses’ or
‘Stretching Your Income During Retirement?’ And, the price of
admission is bring a friend!
Why 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 sales person. 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 large or very small groups. They will cost your very
little to hold. ($100 to $200) And, because they are
considered a public service you can hold them almost anywhere - in
your local library, association rooms, conference rooms, etc.
You
can get people to attend your educational workshop just by calling
them and inviting them to a special educational event. The
main thing is to tell them that this is not a sales event.
This is strictly educational. And, you must keep it strictly
educational. (The price of admission is bring a friend!)
If people like the information you
provide at the educational workshop, they will want to set an
appointment with you. And, if you help them to solve their problems
you will make a sale.
The
best part is you can do it right now. It’s the quickest and
most cost effective way to immediately increase your leads, your
appointments and your sales!
By Lew and Jeremy Nason
'The 9 Out Of 10 Guys'
P.S. Here are just a couple of the
outstanding results advisors have seen just in the past few months...
...$31,0000 of target premium.
(The First Month...)
"Hi
Jeremy, I have been a '4 out of 5 guy' this month for 2nd
appointments with
$31,0000 of target premium.
(The first month using your Found Money Management system
and software) The one I missed should come through since he
doesn’t have much choice as he wants to have retirement income,
has a family, doesn’t like the 401K, etc. I was late
getting to his house - had two 2nd
appointments that evening. And he has never concluded any
business so far with any insurance other than SBLI.
Robert
Gersten,
CLU - MA
I have
submitted over $30,000 of life business…. IN JUST ONE MONTH!
"After
doing my first workshop at the end of September, (2008) and after
getting back in touch with my current clients (through your
newsletters)
I
have submitted over $30,000 of life business…. IN JUST ONE MONTH!
Although the additional income is nice, without a doubt, the best
part of your whole system is the simplicity in helping clients. I
finally feel that I am offering clients more than just retirement
planning. I know that my clients will be better off after meeting
with me than they were before. Your system is so easy to
understand, to explain to clients, and to implement, that it's
almost ridiculous. I am so glad I found you when I did, so
early in my career. I look forward to many years of working with
the two of you! Thanks Again!"
Bryan Schurter,
FMM, RFC - CA
Message
to Financial Advisors…
Why do you keep putting it off? You have a great opportunity to
really help your prospects to weather this last financial storm.
They need and want your help to achieve the financial security
they’ve been dreaming about and deserve. Aren’t life insurance
and
annuities a way for us to give these middle-income families the
safety, guarantees and growth they are looking for? When
are you going to get back to the basics and start actually helping
people, instead of just trying to make a sale?
