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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' - March 2004
* Pay Attention And Be Prepared...
* Success Tip
* Important Prospecting Update...
* Sales Tips
* Hot New Sales Opportunities
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Pay Attention And Be Prepared...
A week ago, on Friday, February 27th, I ended up in the hospital emergency room for a severe allergic reaction to a rare spice. It was quite an experience and I was admitted to the hospital critical care unit. I was very fortunate and I recovered quickly. I was released in less than 48 hours. And, I'm fine now.
I'm telling you this because, as a result of my hospital stay, I had two situations happen that I think you may find very interesting...
On Sunday, February 28th, while walking around the hospital corridors in my hospital gown, a nicely dressed elderly lady, waiting outside another hospital room, asked me how I was doing. I told her I was doing fine and I hoped to be released on Monday. She asked about what had happen to me. Then we talked about her brother, who she was waiting to see.
Near the end of the conversation she asked me what I did for a living. I gave her my elevator speech: "I teach insurance agents and advisors how to market themselves and take care of their clients the right way." She asked me how I did that and I explained a little more. Then she stated: "I'm struggling. I'm just barely making it." I told her I was sorry to hear that. I asked a few questions about her situation and I listened. She told me her husband had passed away a few months ago. She was living on Social Security and the little interest she got from her $180,000 of investments. She was in her mid 70's, and owned a $200,000 home.
I asked her if she had ever considered a reverse mortgage? Did she care what happened to the house after she was gone? I briefly explained that by using a reverse mortgage she could probably get a $10,000 annual income, guaranteed for the rest of her life. Her eyes filled up with tears. I also explained that if she didn't care what happened to her $180,000, once she was gone, she could probably get about $18,000 per year, again guaranteed for the rest of her life. She cried and asked me for my phone number. Now, if I had been clear headed at the time, I would have gotten her name and number… Hopefully, she will call me or someone else who can really help her...
The second situation happened on Thursday, March 4th when I went to see the doctor for a follow-up to my hospital stay. While in the hospital I had explained to the doctor that I was a coach for insurance agents and advisors (I had given him my elevator speech) and I needed to get out of the hospital as soon as possible. Accordingly, during my follow-up exam he asked me how my business had gone during the week. I told him it had gone extremely well and I thanked him for getting me back to work so fast.
After the exam, he told me that if I had any questions, side effects or whatever that I should give him a call. I sincerely thanked him and said: "By the way, the same goes for you, if I can ever be of service to you please do not hesitate to give me a call." He thought for a second and asked: "Do you handle 401Ks? My partner and I are thinking about setting one up." I said: "Yes. However, while 401k's are very popular I'm not sure they are right for your situation." I then asked him a few quick questions. Was he concerned about being sued? Was he concerned about protecting his account receivables? He asked me to call him Tuesday afternoon to set up an appointment with him and his partner.
As many of you know, I generally don't do personal production. And, I'm not looking for new insurance clients. However, as you can see there are prospects all around us. There are people who are looking for and need our help. You just have to pay attention to what's going on around you and be prepared to take action.
Now, neither of these situations would have developed into anything, if I hadn't had and given them my elevator speech. If I had told them I was an insurance agent, investment advisor or whatever they probably wouldn't have asked me any more questions about what I do.
And, they wouldn't have asked me for an appointment, if I hadn't asked them pertinent questions to help define their problem and then hinted that I had a solution!!!
Lew Nason
Marketing Coach
Creator & Founder of
www.insuranceproshop.com
© 2004 by Lew Nason, All rights reserved.
Lew Nason has been helping agents to achieve long-term success in insurance sales for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents reach the top levels of their profession. Visit his web site at www.insuranceproshop.com or call him toll free @ 877-297-4608.
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…
"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
"THE POWER OF FOCUS"
One hundred years ago, Thomas Alva Edison said that the first requisite of success was the ability to concentrate on a single problem. "If you get up at seven and go to bed at eleven, you have put in sixteen good hours, and it is certain with most men that they have been doing something all of the time," Edison said. "The only trouble is they do it about a great many things and I do it about one."
Decide now what are your highest income producing activities and set aside blocks of time to give that activity a "concentration of power." Take the single most important project you need to do (like prospecting) and go to work on it and stay with it until you have accomplished what you have set out to do.
Thomas Edison owned over 1,000 patents and is regarded as one of the most influential people during this millennium. Let's take a lesson from this man and not allow the hundreds of daily distractions keep us from accomplishing our goals...one at a time.
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…
"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…
"THE LAW OF MOMENTUM"
The law of momentum says that whenever you begin a new venture, it takes ten units of effort to achieve one unit of results. But after you gain momentum, it takes only ONE unit of effort to achieve TEN units of results.
It's no wonder that so many people drop out of insurance sales in the beginning. When they first sit down to make prospecting calls, it can be disheartening--the first few calls are difficult and the results are disappointing.
The good news, however, is that if they stay with it, momentum is created. And when that happens, making prospecting calls becomes ten times easier and each effort is multiplied tenfold.
Now, that's leverage!
"Acting on a good idea is better than just having a good idea."
Robert Half
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Sales Tips
Diagnose Before You Prescribe
Is there any question, that it would be malpractice for a doctor to prescribe medication without an accurate diagnosis of a patient's ailment?
Is it any different for a professional salesperson?
An effective salesperson asks questions to understand the needs, concerns and problems of the customer.
An amateur sells products, the professional sells solutions.
"It's not the answer, it's the quality of the question."
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Hot New Sales Opportunities
Testimonials
"I have combed through your website and read almost every page and want to say thank you! The information has helped big time, my production is up 65% over last year already."
Rick H., Winnipeg MB, March 3, 2004
"My experience with Lew is great service and excellent, creative, practical ideas!" Nikki Ross, author of Lessons >From The Legends Of Wall Street: How Warren Buffett, Benjamin Graham, Phil Fisher, and John Templeton can help you grow rich. FL, February 27, 2004
"Over the last two weeks I have been holding seminars. Appointment results from the first in my series were lower than normal in the past at just 25% ( I normally will get 40% to 60%). After speaking with you and implementing some of your tips, my results exploded to 90% for the next and 75% for the 3rd seminar! I am amazed that using the same presentation and only asking a few simple questions could transform my appointment request ratio so much. I can't wait to get out and try these strategies on the appointments. Thanks for your help!"
David H., NH, February 2, 2004
My Thanks to Rick, Nikki & David for their kind words!
The Insurance Pro Shop was just ranked as the #1, Most Popular and Most Trustworthy... Insurance Marketing and Sales Support Web Site On The Internet!
By Ranking.com
"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 month's 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!
© 2004 by Lew Nason, All rights reserved.
Lew Nason has been helping agents to achieve long-term success in insurance sales for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents reach the top levels of their profession. Visit his web site at www.insuranceproshop.com or call him toll free @ 877-297-4608.
Helping Insurance Agents create endless streams
of new, repeat, and referral business…
www.insuranceproshop.com
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