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Sales Tips…
How To
Close 100% Of Your Prospects!
Harvey Mackay in
his wonderful book, Swim With The Sharks... wrote that
if you knew enough about a prospect, the odds of selling him or her
would be about 100%.
Ask questions that develop relationships with your prospects
and their families. Write the information on a form, or enter it
into a database. Find out everything you can about their passions,
hobbies, goals, children's names, hometown, etc.
Then, make a big
deal out of their birthdays
and anniversaries etc. Send each of them and their children a
birthday card. Send them an anniversary card.
If you see an interesting article about
their favorite sport or hobby, send it to them.
The more you know about your prospects, the more opportunities you
will have to contact them. And every time you contact them, the more
sales you'll make, and the more referrals you will get.
“It's
not the answer, it's the quality of the question!”
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Success Tips…
Don't get
mad. Don't get even. Get ahead.
Your customer is skeptical.
They want to trust you ... they really do. But, they've heard it all
before - so "prove it to me" is their attitude. All telephone
services are alike. All corn flakes are alike. All insurance people
are alike. If you're different... prove it to me. 'Get ahead' by
proving it.
Resources are available to salespeople to prove it. i.e.,
Testimonials are "in". References are "in". Case history stories are
"in". Going 1:1 with your clients, in. Almost any setting that works
is "in".
And still, personal dialogue without personal visits will not cut it
in the long haul. Face-to-face has been, is, and certainly for this
decade, will be the best way to 'get ahead'.
A prime reason people do not buy is they do not totally trust your
message, your product, your service or your people. Understand,
right or wrong, skepticism is spreading like a virus.
Recognize your customers are skeptical. Then work at elimination of
that skepticism.
"Whatever the
mind
of man
can conceive and believe,
it
can
achieve."
Napoleon Hill
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Is Your
Insurance Marketing Full of Holes?
Does it make much sense to
try to collect water in a bucket that's full of holes, or try to
catch fish with a torn net? Well that is exactly what most
insurance agents and financial service professionals are doing.
They work hard to attract the RIGHT prospects to them, but too
often their marketing is full of holes.
Is there any question that
identifying and attracting a steady stream of qualified
prospects to you is the number one task for you to grow your
insurance sales? Don't you need to know who is interested in
your products and services in order to contact them again and
again, until they are ready to buy.
Every agent has some sort of lead generation strategy, whether
it's just handing out business cards, brochures, sending out
sales letters, offering free reports, joint ventures, or
inviting people to free educational workshops and dinner
seminars. The problem is most of these approaches are used
sporadically not systematically, and there aren't any systems in
place to capture all of the prospects contact information, to
constantly contact them.
Most of these agents are missing hundreds (and possibly thousands) of
potential prospects that fall through the cracks in their
marketing every year. And, they are losing a ton of business. If your lead generation systems aren't generating 20
or more new qualified leads each week, then your marketing
strategy has big holes in it.
Four Common Holes In Marketing Are:
-
A
Lack of Compelling Content
Whether it's the title
of your sales letter, invitation, free report or the title
of your article and the first paragraph, your content needs
to pull in prospects. Too often marketing materials are
written from the sellers' point of view instead of the
prospects'. Compelling content captures the prospects'
attention by focusing on their problems. Without good
marketing copy, prospects won't be moved to contact you and
become your clients.
Is your marketing content compelling from prospects'
perspective? Does it lead with information about the
prospects' problems and concerns?
-
Limited Reach
Would you like to tell everyone in your community about your
products and services? Unfortunately, using advertising,
direct mail, or dinner seminars are too expensive for most
agents. However, public relations, writing articles,
creating a web site, monthly newsletters, offering free
reports and inviting people to a free educational workshops
are some of the lowest cost ways of getting peoples
attention and attracting them to you. The objective, with any of these, is to reach as
many people as possible in order to find qualified leads.
Despite the effort put into creating marketing materials,
and writing articles, independent agents rarely get the
visibility they want. Articles are only read by a handful of
people, and their web sites are hard to find.
To leverage the time and money you put into your marketing
materials, articles and web sites, you need to do everything
you can to help people find them. This sounds obvious, but
most insurance agents write an article and just post it on
their web site or send it to a few clients. With hundreds of
associations, civic groups, businesses and newspapers in
your local area, you could be putting your articles and free
reports in front of thousands of people instead of just a
few. And, in all your correspondence, even your business
cards, you should be telling
people about your web site and offering your free report!
How many people per week see your marketing copy or
articles and are contacting you? What are you doing to
increase this number?
-
Missing Motivators
Grabbing
your prospects' attention is the first step in lead
generation. You must move them to make contact by visiting
your web site or calling your company and adding themselves
to your target list. When you write an article or send out a
mailing, provide an incentive for prospects to take action.
Offer them a free workshop, free newsletter or free report.
Does your marketing motivate prospects to come to you and
give you their contact information?
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Malfunctioning or
Non-Existent Systems
If your marketing is working, prospects will call your
office, or stop by your web site. You want to make it as
easy as possible for prospects to get in touch with you, so
you can collect their contact information. Again, this
sounds obvious, but how many times have you been frustrated
by menu-driven answering systems that didn't list the item
you called about? (Or it made you go through too many steps
to find it?) Or you visit a web site and you have a
question, but there is no name, email address or phone
number of a person who could answer your question.
Do you have automated systems that make it easy for
prospects to contact you? Do you have automated systems that
make it easy for prospects to give you their contact
information?
Do you have automated systems that help to stay in touch
with your prospects, clients, friends and family?
Marketing involves
generating leads, converting those leads to clients and then
reselling those clients. If you're not attracting the number of
prospects and clients you want, then make sure your marketing
strategy isn't full of holes.
Yours in Success,
Lew Nason and Jeremy Nason
'The Nine Out Of
Ten Guys'
Trainers, Coaches and Mentors…
Forrest Wallace Cato ,
RFC, RFMA, CRR,
CPC,
Legendary Media Consultant To The Financial Services Industry
www.catomakesyoufamous.com
One Of Our
Very Special Guest Speakers At Our FMM Boot Camp
With Lew Nason
_______________________________________________________________
“All of us do not have equal talent, but all of us
should have an equal
opportunity to develop our talents!”
John Fitzgerald Kennedy
Get to know
us before you invest your time and money
in our systems,
training, tools or support!
www.insuranceproshop.com
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Important Prospecting Update…
Who
Benefits From Your Success?
One of the greatest sources for building a warm market list is the
people you spend money with...people like your real estate agent,
car dealer, mechanic, banker, hairdresser, attorney, accountant,
printer, P&C agency, church, etc.
Make a list of all the companies, suppliers, vendors and individuals
that benefit from your success and give them a call. They will feel
obligated to listen to your program because they risk losing your
future business if they don't. And folks, as you know, fear of loss
is a great motivator.
If they are not interested in your products and services, ask them
for referrals. Ask them to invite the people that they do
business with to your free educational workshop. Again, they have
something at stake so they will usually come through for you.
This system will create an endless stream of people to add to
your warm market. Make your list and start calling today.
“Acting on a good idea is better
than just having a good idea.”
Robert Half
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Testimonials and Success
Stories…
"You guys are a real
pleasure to do business with. You are always beyond courteous and
helpful; and, as this email shows, prompt to fix any small mishaps.
No matter the situation, I always feel like I am talking to friends
when I call you, and this is rare enough in any business that it
deserves to be noticed and appreciated." Thank you for your help,"
Jean-Marc Bouche, April 2008
"Lew Nason's
Fact Finding approach to selling life insurance, eliminating debt,
and accumulating wealth is exactly what I've been looking for to
help my clients. Whether you have been in the life insurance
business for five (5) days, or fifty (50) years, I would strongly
suggest everyone spend some time with Lew and Jeremy Nason to
advance their talents, increase their earnings, and provide a better
lifestyle."
Terry Bialek, Canada,
April 2008
(30 years in the business)
"Wisdom is knowing what to do
next, skill is knowing how to do it and virtue is doing it."
David Star Jordan
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"The Amazing Secrets How “Stress-Free
Agents” are Consistently Pulling Down
$13,500.00 to $28,000.00 Per Month in Net Commissions (even
as high as $270,000.00 in 2 Months) Ethically Stealing the ONLY
Two Call Closing System Time Tested & Proven
to Close 9 Out of 10 Appointments into
CASH!"
"Uncover the Breakthrough Secrets to
'Turnkey' Appointment Generation, Giving You More QUALIFIED
Appointments than Sand in the Desert... Something Which Took 26
Years to Perfect"
Last Opportunity For You To Register For This Live
Event...
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The Leading Life Insurance Marketing and Sales
Training!
'Found Money Management™'
Financial Advisor Boot Camp
*** Special Live Two-Day Training Event ***
Become The Expert With Found Money Management™,
And Get Off To The Quickest Start Possible!'
DATES And TIMES
Wednesday, May 21, 2008 / 9:00 AM - 5:00 PM
Thursday, May 22, 2008 / 9:00 AM - 5:00 PM
--------------------------
Plus, This Event Only, You'll Receive The...
Found Money Management™
Boot Camp In A Box
FREE (Normally
$287.95)
You'll
be able to continually review what you learned at
the 'Live' Found Money Management™
Financial Advisor Boot Camps... It's 12 videos
(DVDs)
containing 8 hours of the best training from our
past 'Live' Boot Camps.It's the next best
thing to being there!
--------------------------
Special Guest Speakers...
Edward P. Morrow,
CLU, ChFC, RFC, CEP,
CEO
of the International Association of Registered
Financial Consultants (IARFC)
Forrest Wallace Cato,
RFC, RFMA, CRR, CPC,
Legendary Media Consultant To The Financial Services
Industry
Jennifer Lowery,
Senior Marketing Consultant,
Response Mail Express
--------------------------
And, you'll earn the 'Found Money
Manager' certification and the
accredited, industry recognized designation from the
'International Association of Registered
Financial Consultants' (IARFC)...
--------------------------
Course Details, Dates & Registration /
Course Agenda /
Testimonials
Or, Call Us Toll Free @ 877-297-4608 for more
information
We Offer A '100%' Money Back Satisfaction
Guarantee at the Boot Camp…
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Edwin Morrow,
CEO of the International
Association of Registered Financial Consultants
and Jennifer Lowery,
Senior Marketing Consultant,
Response Mail
Express
Two Of Our
Three Very Special Guest Speakers At This Live Event
Listen,
over the years, you're
going to spend thousands of dollars of your money and time building
your insurance sales and services business. Why not learn how to do
it the most cost effective, money-making way? Why not learn the
'Insider' life insurance and annuity marketing,
prospecting, appointment setting and sales secrets, tips and ideas
that the leading agents, advisors and planners on the planet use? It
just makes good sense!
"Success Doesn’t Come To You… You Go To It."
Marva Collins |
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Well, that's it for this month’s
Insurance Marketing and Sales Mastery Newsletter. I hope you found
the information interesting and helpful in your efforts to grow your
business.
Lew and Jeremy Nason
'The 9 Out Of 10
Guys'
Marketing and Sales
Coaches
P.S.
Do you have a friend or associate who
needs help? Why not tell them about our web site or better yet,
forward this newsletter to them. They'll thank you!
©
2008, Lew Nason, RTIA, RFC, LUTC Graduate - 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 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 @
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
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