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?”
This is 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 entire year, 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 consistently earn $100,000 or more each year:
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%
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!
‘Make A Real Difference In Your Client’s Life!’
Each of our specialized marketing and sales systems and all of our training is designed to help you to achieve long-term success in this business. However, we also provide the information, training and tools needed to provide you with the short-term success necessary to generate an immediate income. You’ll learn the right ways to succeed short-term, without being a pushy salesperson and without sacrificing your potential for long-term success!
Yours in success,
Jeremy and Lew Nason
“The 9 Out of 10 Guys”
Not sure we can help, or if our services are right for you… Don’t Wait…
Call us Toll Free to schedule a No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
We guarantee you’ll be glad you did! 877-297-4608 (M-F, 9AM-5PM, EST)