Discover what every agent ought to know about insurance marketing and sales…

In this issue of 'Insurance Marketing and Sales Mastery'- November 2003

* Prospecting After The "Do Not Call" List
* Success Tip
* Important Prospecting Update...
* Sales Tips
* Hot New Sales Opportunities
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Prospecting After The "Do Not Call" List

The "Do Not Call" list is now a fact of life. Unfortunately, it has literally put some agents, who completely relied on cold calling, out of the business. Other agents feel forced to change their markets to businesses, where there aren't any calling restrictions. And everyone, who does any telemarketing to private individuals, is being forced to spend money for a 'scrubbed' list of prospects.

What it means for most agents is that, if you want to survive and prosper, you are going to have to become a much better and more efficient marketer…

For example, if you are going to spend your hard earned money for a 'scrubbed' list of prospects, you are going to want to get the most out of that list.

1. You'll need to become a specialist in a specific segment of the market…
2. You'll need to clearly define who your ideal prospects are for that market segment…
3. You'll want to make sure your 'scrubbed' list is high quality and reflects your ideal prospects for that segment...
4. Then you'll want to set up a 'Drip Campaign'. You'll need to use direct mail, newsletters, reports, ads and more so you are constantly in front of your ideal prospects…  (Remember people buy when they are ready to buy, not when you are ready to sell.)

In Dr. Michael Fortin's article "How to be Sequentially Superior" he says: "Direct mail is an important aspect of marketing. But a single sales letter is NEVER enough… Like standard advertising, it takes repetition in order to get people to first absorb the message, understand it and then ultimately take action."

However, you can't send just any letter… Your letter must include such things as a:

1. 'Compelling Headline' to get the prospect attention, so they read the letter.
2. 'Client Benefits'- It's not about you or your products.
3. 'Guarantee'- "I guarantee you'll get a least one tax saving idea!"
4. 'Free Gift' - Offer the reader a free report for responding to your letter.
5. 'Reply Deadline'- Reply before Nov. 21, 2003 to receive your free report…
6. Strong 'Call to Action'.

Using a "scrubbed" list, with a direct mail program, is just one of the many methods you'll need to use to get new prospects to respond to your offers.

Forming a joint venture with a company that has existing clients in your niche market and having that company send a letter endorsing your services is another excellent way to get in front of high quality prospects.

Newspaper ads and flyers that offer a free report are tried and true methods of identifying your ideal prospects.

All of the above methods are very effective in bringing in new prospects. However, they are also very time consuming and costly.

The most overlooked and most effective way to 'Prospect After The "Do Not Call" List'… is by staying in contact with your current clients and orphan policy owners. Annual client reviews, to up-sell your existing clients and get referrals is still, and has always been the best way to build your business.

If you want to survive and prosper, you are going to have to become a much better and more efficient marketer… and that means developing a system to stay in close touch with your existing clients…

Lew