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Sales Tips…Make Them A Client... First! When you're meeting with people that don't know you, are you trying to solve all of their needs and wants during your first series of appointments with them? Are you presenting solutions to all of their problems all at once? Are you presenting a fifty page financial plan to them? Are you trying to close multiple sales? Are you trying to get all of their investment money right now? Are you only closing one out of every three people you meet with? If you want to close a higher percentage of your sales calls, then consider making them a client... First! Most New Prospects Are Overwhelmed. They are drowning in details, options and choices! They don't know who to trust. They are confused and in no hurry to make up their minds. If you want to close a higher percentage of your sales calls, ask questions to determine what the prospect wants the most! Fulfill an immediate need! What do you have the best chance of selling to them right now? Make your first sale to them simple! Make it easy for them to buy! It's much easier to sell to clients! They are the people that know you, trust you and have already bought something from you! Make Them A Client First! “It's not the answer, it's the quality of the question!” |
Success Tips…First Things First! Unfortunately, there’s no way for us to do everything we’d like to do. We can do anything we want, we just can’t do everything we want! If you want to succeed, you must prioritize. You need to be working on the things that are the most important. By doing so, you’ll see the greatest payoff. Plan your work, and work your plan. If you want to succeed then make a list of things to do, and then assign a value to each one.
“A”- Are things you’re absolutely committed to doing, things that must be done.
“B”- Are for tasks you want very much to get done and eventually will be done, they’re just not urgent.
“C”- Are for those things you’d like to do, have an intention to do, or what I call, “It’d be nice.” By assigning these priorities you’ll find it easier to determine on which items you should be working. If you’re working on C items, it’s probably because you’re avoiding the As and Bs. The 80/20 Rule. 80 percent of your results will usually come from 20 percent of your efforts. Find out what that is and focus on that 20 percent. "Whatever the mind of man can conceive and believe, it can achieve." Napoleon Hill |
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What’s The Foundation… Of A Successful Insurance Agency!
Every one of these agents isn’t seeing the big picture… And, the truly unfortunate part is that even after they read this article most of them still won’t get it. But, that’s Ok, because if you get it, you are going to have a distinct advantage over all of them!
Let’s start with the basics. Would you agree that the success (or the lack of success) of your agency depends on your ability to constantly be in front of people who want to buy your products and services? Then, why are you relying on someone else for this critical function of your business? And, why are you relying on just one way (or, at the most two ways) to generate your sales leads?
Unless, you take complete control of this critical function of your business yourself, you'll have to settle for an average income for the rest of your insurance sales career!
If you were to examine the most successful agencies (or any other successful company - regardless of the type of product or service they sell), you'll find they all have an effective system to continually get their message out to their clients, prospects, friends and everyone in their local area. They are continually delivering…
‘The Right Message, to the Right People, at the Right Time!’
Do you know what that is called? It’s called marketing! And, it’s the lack of a solid marketing foundation that is the main reason why most insurance agents and advisors are not able to consistently earn $100,000, $200,000 or much more selling insurance (or their financial services). To put it another way…
Marketing Is The Only Function In Your Business That Brings In Clients... Produces Sales... And Generates Profits!
Don’t fool yourself into believing that it’s about your knowledge, your credentials, your products, your companies, your services, or your sales skills. All of those things are completely useless if you don't have the marketing skills to get qualified prospects to talk to you.
When You Have A Consistent Marketing System... Prospects Will Contact You... Instead Of You Chasing After Them!
It's very sad. While there are many organizations teaching agents everything they ever wanted to know about insurance products, sales presentations and closing techniques, very few, if any, teach them how to get and keep lots of customers.
Marketing is the continual process of staying in contact with your clients, prospects, friends, relatives and everyone in your local area so that they see you as a specialist and a trusted resource… so when the need arises they will think of you and call you! They'll buy from you over and over again, for years to come! And, they’ll refer everyone they know to you. . (Marketing involves much more than just sending out sales letters and running a few newspaper ads)
Establish A Consistent Marketing Campaign In the very beginning, to get started, most agents need to call on their friends, family, relatives and everyone they know for help. Plus, they may need to purchase leads, use telemarketers, or sign-up with a company that provides leads! However, as most agents have found out, these approaches to lead generation are only a short-term solution to a long-term problem.
If you want to succeed long-term in insurance sales you must establish your own marketing campaign… Right Now! You can’t afford to wait until you run out of leads. It takes time for marketing to work. It takes time to build your reputation as a specialist and a trusted resource.
Always Remember… People buy when they are ready to buy! Not when you are ready to sell! So, if you’re not continuously in front of these people when they’re ready to buy, they’re very likely going to buy from your competitor, who is!
Think about it! Today, there are literally hundreds of financial professionals in your local community that are offering the same insurance products, annuities, investments and services you offer: Insurance Agents, Banks, Accountants, Attorney’s, P&C Agencies, the Internet and more. They are constantly contacting your best customers and your best prospects.
If you want to be there when your prospect is ready to buy. If you want to shut out your competition, then you must build a strong marketing foundation for your agency. You’ll want to ‘out market’ your competition. You’ll want to have multiple marketing campaigns working for you, so you are consistently in front of your best prospects. Marketing is not a one-time event! It’s a continual process!
You’ll need to establish a Referral System, Direct Mail System, Advertising System, News Release System, Seminar System, Joint Venture System, Center Of Influence System, Contact System, Free Report System, Newsletter System and more.
Believe it or not, the effective use of just a few of these marketing systems will consistently get you more prospects than you can handle. Imagine having a flood of qualified prospects calling you each week, almost begging to do business with you. This would be a great dilemma to be in, wouldn't it?
Now, it’s up to you!
You have two options, if you want to stop depending on other people for your overall success!
You can spend a lot of time and money to learn everything you can about how to effectively use the above marketing systems from marketing gurus like Jay Abraham, Al Ries, Jack Trout, Dan Kennedy and Dr. Michel Fortin. Then, by trail and error, you can adapt and determine which of these systems will work the best for you and your situation.
Or, you can learn from someone who has been using these marketing techniques successfully for over two decades. Someone, who has already adapted these techniques to the insurance industry. Someone who will provide you with all the Sales Letters, Invitations, Ads, Free Reports, strategies, tools and training you’ll need to successfully implement these marketing techniques for your unique situation!
By Lew Nason ‘The Nine Out Of Ten Guy’
©
2007, Lew Nason, RFC, FMM,
LUTC Graduate - All rights reserved “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…
Design A Program To Track The Results Of Your Marketing Campaign!This concept is very basic, and yet very few agents are doing it. But consider, if you don't measure the results of your marketing campaign, how you can't improve it! You must create a system, a method to count each lead. Where does each lead come from? From an advertising campaign, a PR release, a sales promotion effort, a referral, a trade show or a seminar. And how is it received ... by mail...phone...fax...E-mail... off your web site...at a trade show? And what happens to each lead, from each source? How many leads are converted to sales. And how long does it take. These questions, and more, need to be answered. So you can improve the marketing campaign the next time. It is not optional - you must plan to measure. “Acting on a good idea is better than just having a good idea.”
Robert Half
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Testimonials and Success Stories…
"Lew, I
recently purchased your Advanced Fact Finding Video... I have been
on two interviews so far and used the methods you described. It was
surprising how the folks opened-up. Not only were their defenses
totally down, but they actually stated that they liked the
low-pressure approach and questioning process to find out what their
needs/concerns were before they were asked to buy anything. In both
cases the customer actually told me what they were going to buy...
By the way, I am going to recommend that you contact Allstate's
Financial Specialist Manger, so you can help them with their sales
efforts. They have spent a ton of money on similar programs, but in
my humble opinion, what you offer is much better. Feel free to drop
my name."
“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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Hot New Sales Opportunities… *** Special Offer ***
Obviously, an investment of only $887.95 is a small price to pay for a proven life insurance or an annuity sales success system, that has helped over 10,000 agents, planners and advisors worldwide to grow their commissions to $100,000 or more per year. This is especially true when you see other sales systems, with very limited marketing capabilities, being offered for $4,000 and up! However, the problem is that for many people, finding the $887.95 out of current earnings may be difficult. Accordingly we are willing to spread the investment over a three month period (with a small fee) for those people who want to invest in the:
'Advanced' Life Insurance Sales Tool Kit
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offer a 90 Day, 100% Money Back Guarantee) By calling our office toll free at 877-297-4608. (This offer is available for credit card purchases only)
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Click Below For More... 'September' Special Offers!
http://www.insuranceproshop.com/specialoffers/
"Success Doesn’t Come To You… You Go To It." Marva Collins
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Lew Nason Marketing and Sales Coach Creator & Founder of www.insuranceproshop.com
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!
©
2007, Lew Nason, RTIA, RFC, FMM,
LUTC Graduate - All rights reserved
Helping Insurance Agents and Financial Advisors create endless streams of new, repeat and referral business…
Toll Free # 877-297-4608
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