Most agents/advisors are struggling with finding enough leads/prospects because they don’t have or follow a complete ‘step by step‘ lead system.
They tend to try a little of this, then a little of that and if it doesn’t give them the immediate results they were looking for, they try something else. They never completely follow through on the entire process.
Here is a simple lead generation system that never fails!
To start with, a contact list is essential to efficient prospecting.
To make your list, write down everyone you know – EVERYONE! Not just because they may become your client, but because they can also provide you with referrals. (This is not a project 100 where you beat them all over their head for an appointment)
Start with this MEMORY JOGGER, to list everyone you know.
Aunt, Uncle, Brother, Sister, Cousins, Parents, Grand Parents
WHO IS MY:
Accountant, Dentist, Lawyer, Optometrist, Pharmacist, Physician, Chiropractor, Stock Broker
WHO SOLD ME MY:
Appliances, Car/Tires, Clothes, Furniture, TV/Stereo, House
WHO DO I DO BUSINESS WITH:
Bank Teller, Carpenter, Plumber, Electrician, Notary Public, Contractor, Editor, Printer, Realtor, Secretary, Surgeon, Art Instructor, Fashion Model, Lab Technician, Music Teacher, Office Manager, Barber/Hairdresser
I KNOW SOMEONE THAT:
Lives Next Door, Teaches My Kids, Was my Best Man, Goes Bowling with Me, Is my Former Boss, Was My Teacher, Repaired My TV, Cuts My Grass, Painted My House, Owns My Apartment, Is in Rotary, Is in Lions, Is in My Book Club, Dry Cleans My Clothes, Hung My Wallpaper, Sells Me Gasoline, Cleans My House, etc.
This should generate over 50 names of people you can drip on with your newsletter and then invite to your free educational workshop.
Remember, most people are uncomfortable meeting ‘one on one‘ with a salesperson. However, people ARE looking for information/help on how to improve their financial situation (not products) and are more receptive to attending an educational workshop.
Start the process by sending EVERYONE… Your ‘Heart Felt Letter‘. (25 per week) Then follow up with your monthly newsletter. Call each of them to ask questions and talk about the key points on the letter, to set an appointment.
If they don’t agree to an appointment, then in a few weeks send them an invitation to your next educational workshop. (about the problems they are facing)
This low-key, non-threatening approach works, and opens many doors. The people we work with are setting appointments with 70-90% of their workshop attendees.
At the end of the workshop, ask each attendee what they thought of the workshop. Then ask them who they think may benefit from the information you provided and you should invite to your next event. (referral)
After meeting with prospect, whether or not they follow your recommendations, ask them who they think may benefit from the information you provided. Who you should send your newsletter to and should invite to your next event. (referral)
Following this complete ‘step by step’ system, agents/advisor are consistently setting 3-5 new appointments per week and closing a minimum of one sale per week for $2,000 – $7,000 of commission. And they are earning $150,000 – $350,000 per year.
Are you thinking I’ve tried sending newsletters, offering workshops and asking for referrals without much success?
The most common reason why you didn’t have the success you wanted, is because you were selling products, investment returns or a sales concept. (products are irrelevant) People are NOT looking for a salesperson. And they don’t normally recommend salespeople. They want help solving their problems.
The second reason is you gave up to soon and didn’t complete the entire process!
However, if you were able to set appointments, but didn’t close sales, (or made a few small sales) the primary reason is because you didn’t do a good job of fact-finding. You didn’t help the prospect to see and understand the problems they are facing now and in the future, so they wanted to set better priorities and wanted to solve their problems.
Wouldn’t it be nice to work 40 hours or less a week, because you only need 3-5 new appointments per week, instead of the typical 15-20 appointments per week people tell you, that you need?
Imagine having more fun and being able to spend more time with your family and friends, because you’re working with the ‘IDEAL’ prospects in your local community, instead of wasting your time and money chasing your high cost, low quality leads all over your county and state!
Trainer, Coach & Mentor
‘The 9 Out Of 10 Guys’
“Jeremy, what a difference your program and your coaching has made in my career! I struggled for about 2 years with moving from one-shot term business to IUL, annuity, and wealth management. I had plenty of factual information and instruction on wealth management. But there always seemed to be some important part of the equation missing that prevented me from actually understanding how to do it. Your coaching was the missing piece that equaled success! After taking the plunge with IPS, I couldn’t be more pleased. You helped me change my business from salesperson to Trusted Advisor – and my income from “ok” to “WOW” in a matter of weeks. My future looks brighter than ever.
Thank you, thank you, thank you!”
Audrey Sendrowski – MA
“I truly wish every new agent out there could just spend a few months training with you and Jeremy so they would not have to go through what I went through in my early years. I can only imagine the desperate calls you must receive from struggling agents who never really learned how to perfect their marketing, especially now with all that is going on in this economy. I am so glad I not only found you, but I was humble enough to be taught by you and smart enough to stick with you even when things did not happen for me over night. In my case it took me more than a few days to get on the right track, but the long-term benefits have been well worth it. (I know my learning curve could have been much, much shorter if I only applied your advice sooner, instead of questioning everything you told me. But it is hard not to be a skeptic when there is so much bad advice out there.) Keep on doing what you are doing Lew, and let your readers know that there are agents like me, who are loving this bad economy and are prospering. Don’t get me wrong, I hate what it is doing to the good people that are being hurt by it. But I love that it is giving people a wakeup call and forcing them to look outside the box for safer alternatives that I can help them with. What a great time to be a good financial advisor, with all of the problems people are facing we have the opportunity to really help people weather this storm and we can literally pick and choose who we want to serve. What a business!”
Antonio Filippone, RFC, FMM – IL
Not Sure What To Do, Or Where To Start?
Call us to schedule a No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)