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Discover what every agent ought to know about insurance marketing and sales…
In this issue of 'Insurance Marketing and Sales Mastery'- September 2003
* It's Been A Tough Year for Many Agents! - By Lew Nason
* Success Tip - How To Make People Thrilled To Hear From You...
* Important Prospecting Update - Attract People With Your Lips
* Sales Tips - You Need To Talk To Your Current Customers
* Hot New Sales Opportunities
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It's Been A Tough Year For Many Agents!
Can you believe it, September is almost over? We're almost 3 quarters through the year. Only 2 months before the holiday season sets in. Where does the time go?
How are you doing this year?
Is your income this year - up, or is it down?
Will you reach your goals?
How do you feel about that?
Because of the nature of my business, most of the agents who call me are the ones who are having problems. Their income is down. It's getting harder to make appointments, let alone close the sale.
However, it doesn't have to stay that way! Sometimes a simple change can make a big difference, in only a few days.
Here are some recent success stories:
Chad, in Washington state, is selling health insurance. He was struggling with getting appointments. In just a few days he learned a new phone approach. In his first evening, using the new approach, he made 17 appointments for health insurance. By the end of the following week he had closed sales for over $10,000 in commissions.
John, in Louisiana, is selling annuities through seminars. He was barely covering his seminar expenses. In the past 2 months, he has closed over $50,000 in commissions, simply by learning how to ask better questions in the fact finding interview.
Debra, in Florida, is selling LTC through company leads. Within a couple of weeks she closed additional sales for life insurance and annuities totaling over $5,000 in commissions.
Freeman, in Tennessee, was looking to get more involved in the annuity marketplace. He ran an add for annuities and got over 40 responses in one day.
These are just a few of the dozens of success stories we've experienced during the summer months.
Now, the question for you is: "What are you going to do, to make sure you have a strong finish for 2003?"
Lew Nason
You'll get the information and personal coaching you need, to make sure you have a strong finish for 2003, by becoming a member of the Insurance Marketing & Sales Resource Center…
"All of us do not have equal talent, but all of us have an
equal opportunity to develop our talents."
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Success Tip
How To Make People Thrilled To Hear From You...
Whenever you come into contact with a friend, relative, prospect or customer, don't leave the conversation without contributing some information of value to them.
Refer them to a good book you just read, tell them about an interesting website you just discovered, offer them a special recipe, etc.
Train everyone you come into contact with to expect that whenever they see you or hear from you, their lives will be enriched in some way.
"Everyone has peak performance potential - you just need to know where they are coming from and meet them there."
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Important Prospecting Update…
Attract People With Your Lips
Insurance marketing is about helping people solve their financial problems. A great way to uncover their concerns is to use the "LIPS" Formula. (Like, Improve, Problem and Solution.)
Here's the way to use it when talking with a prospect: "Ms. Prospect, what do you LIKE about the investments you have now?" (Wait for her response.)
"What would be something about your investment that you'd like to IMPROVE?" (they will reveal a concern.)
"In other words, the PROBLEM you're having now is...(playback her dissatisfaction)...is that right?" (they will say yes.)
SOLUTION: "Let me ask you this: If I can show you an investment that will provide you with all of the benefits you're enjoying now, plus you will be able to eliminate that problem you're having, would it be worth 20 minutes of your time?" (When they say yes, make an appointment.)
"It's not the answer, it's the quality of the question."
All the tools and information you need to create endless streams of new, repeat, and referral business, are in the Insurance Marketing & Sales Resource Center…
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Sales Tips
You Need To Talk To Your Current Customers
If there is a group that we do not talk to enough, its' our current customers.
Many agents say their customers know all about them. Many say they don't want to go after their customers for more business. As sales people they'll sit and wait for these buyers to ask for more.
Well, both these thoughts open the door to you losing your customers. Why? Because customers only know what they know ... they do not know what they don't know. And it is a "fact", your customers do not know as much about you as you do.
So, plan on building your reputation and your sales by keeping in touch with your current customers.
By the way, annual reviews are a great way to guarantee a strong finish for 2003...
"Acting on a good idea is better than just having a good idea."
Robert Half
All the tools and information you need to create endless streams of new, repeat, and referral business, are in the Insurance Marketing & Sales Resource Center…
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Hot New Sales Opportunities
Our goal is to provide real help and support to every agent, not just the ones who can afford it. We have been able to accomplish this by utilizing the newest internet and computer technology…We never increase the costs to our current clients. We do not charge for system updates or for our monthly marketing tips newsletter. Plus, we provide personal coaching... Our prices are significantly below that of our competition… (and always will be)
Use these systems today and you'll guarantee a strong finish for 2003.
Our Members Only Private Web Site
Insurance Marketing and Sales Resource Center™
Life Insurance Marketing, Prospecting And Sales Systems
Advanced Mortgage Insurance Tool Kit™ Lead and Sales System
Advanced Life Insurance Retirement Tool Kit™ Lead and Sales System
Annuity Marketing, Prospecting And Sales Systems
Annuity Sales Excellence™ Advanced Lead Generation and Sales System
Annuity Lead Magnet™ Advanced Marketing System
More Marketing, Prospecting And Sales Systems
LTCI Sales Excellence™ Advanced Marketing and Sales System
Personalized Client Newsletters
'Dynamite' Referred Lead System™
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Agent Testimonials
"Stay up late and get your mind going. There are great ideas on this site. Lew has done an excellent job." Vernon T., TX
"Thanks for the coaching and role playing… I just called my first 10 prospects and I got 4 appointments." Tony C., FL
Thanks Vernon & Tony!!!
"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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Well, that's it for this months insurance marketing and sales tips newsletter. I hope you found the information interesting and helpful in your efforts to grow your business.
Lew Nason
Marketing 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 page to them. They'll thank you!
Helping Insurance Agents create endless streams
of new, repeat, and referral business…
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