Increase Your Life Insurance Appointments & Sales!
While Significantly Reducing The Cost Of Your Life Insurance Leads!
With all of the bad news
people have seen over the past 5 years, are you finding it harder
and harder to find enough life insurance leads, to close enough life insurance
sales, to make the income you need?
Are you getting fewer and
fewer responses (leads) from your current mortgage insurance and
final expense sales letters?
response rate dropped from your life insurance Ads in the newspaper?
attendance to your dinner seminars gone down dramatically?
getting fewer referrals from your current clients?
Are you having a
harder time setting appointments from the few leads and referrals
you do get, and from your seminars?
Are you closing less and
smaller life insurance sales with the few people you are able to get in front of?
For the past five years, our
phone has been ringing off the hook with calls from insurance
agents, financial advisors, financial planners and investment
brokers who are looking for more, or better ways to attract new
life insurance prospects to them. Or, they’re calling us because they are
contemplating getting into an entirely different market. The life
generation system they’ve used for years isn’t working as well as it
has in past years. Unfortunately, the bad publicity, recession, home
foreclosures, soaring gas prices and the losses in the stock market
are really taking a toll on their business.
How To Sell Life Insurance Like The Legends... Ben Feldman,
Tom Wolff, John
Savage, Guy Baker, &
Guide To Found Money Management™
By reading this free report you'll learn how to attract your
prospects to you! Then you'll
learn how to help them to want to 'Find the Money'
to save more for
their retirement; fund their children's
and get all the life insurance they
to protect their family...
Without them spending any additional money or
changing their lifestyle!
Are you having many of the
several choices if you want to increase your leads and sales…
You can spend a lot more money to
generate the leads you need. You can send out more life insurance sales letters, run more
Ads in the newspaper, and send out more invitations for your seminars.
Or, you can spend your time and money
learning an entirely new sales approach, and pray things will be better in a
new or related market.
Or, you can buckle down and become a
better marketer… (And, actually cut your lead generation costs, while
increasing your sales)
Contrary to what most people would like to
believe, there are no quick or magic prospecting solutions to overcoming the
abundance of problems we are currently experiencing in the insurance and
financial services industry. No matter what you are being told there ISN’T a
terrific, low cost, incredibly simple life insurance lead generation, marketing
or sales idea
that is going to get people to beat a pathway to your door.
And, just throwing more money into your
current life insurance lead generation program, doesn’t mean it will solve your problem.
(Even if you do have the money to do it.)
The most effective option for you to
increase your life insurance leads and sales is to become better at marketing. And, if done
properly you can actually significantly reduce your lead costs, while attracting
more prospects to you and closing more life insurance sales.
If you’d like to become a
better marketer, it starts by understanding the following six fundamental
People prefer to work with either
people they already know and trust, or a referral from someone they know
and trust. Most people do not readily trust strangers, someone they have
never heard of. And, why should they?
People Buy for Their Reasons, Not
Your Reasons. People want to know how they’ll benefit from working with
you. People are looking for real help with their financial problems. They
want an advisor not a salesperson. And, remember… “People don’t buy what
they need! They buy what they want!”
Repeat Business is More Profitable
than New Business. Finding and attracting new prospects costs 5-10 times
more money than getting your existing clients to buy more from you. The
longer a person remains as your client, the more they are likely to buy more
from you. You must pay special attention (Keep in touch) to make sure that
your new clients become repeat customers.
Some Customers and Prospects are
More Profitable than Others. “You get 80 percent of your business from
20 percent of your clients.” You need to spend the time to analyze what the
top 20 percent of your clients have in common with each other to determine
how you can find and attract more people like them.
Differentiation is Your Key
Competitive Advantage. You have to be able to help your clients and
prospects to see and understand why they should buy from you instead of from
Perceived Value is Your Key to
Increasing Your Profitability. You must define your target market
carefully. Work on delivering high value services to that market, and then
keep telling your clients and prospects about it.
Applying the above six
fundamental marketing principles…
By properly applying the above six
marketing principles, you can dramatically decrease your lead generation
expenses, while significantly increasing the amount of prospects you will
attract to your business. Here are some ideas we routinely use to help agents,
advisors, planners and brokers to grow their business…
If people prefer to work with either
people they already know and trust, or a referral from someone they know and
trust, then you must find ways to help them to get to know and trust you. One of
the best and most cost efficient ways to accomplish this is to get attorneys,
accountants, P&C agencies, tax preparers, civic organizations, churches,
friends, relatives and clients to invite the people they know to a free
educational workshop you are offering. Educational workshops are a great way to
help people to get to know you, see the type of work you do, and trust you! You
don’t have to provide anything but coffee, sodas and snacks. You can hold your
event in a library, conference room, hotel meeting room, or civic center. And,
the total cost of the event will be less than $200.
Remember, people want to know how
they’ll benefit from working with you. People are looking for real help with
their financial problems. Accordingly, the educational workshop should not be
about you, your companies or your products. The topic of your workshop should
somehow relate to improving their financial situation. Topics of interest for
your workshops could be… ‘Reducing and Eliminating Consumer Debt,’
‘Reducing Income Taxes for Retirees,’ ‘Living Debt Free and Truly
Wealthy,’ or ‘Avoiding The Hidden Income On Social Security Income.’
Also, remember repeat business is much
more profitable than new business. So, don’t forget to invite your existing
clients to your education workshops. The cost of admission is to bring a friend.
And, because some clients and prospects
are more profitable than others, you’ll want to make sure you are inviting
people that are most like your most profitable clients. Again, you need to spend
the time to analyze what the top 20 percent of your clients have in common with
each other and then invite people who most resemble those clients!
Defining Your Competitive Advantage.
If you act like a sales person, and are always pushing insurance and investment
products, then you are a sales person in the prospects mind. And, you are the
same as every other insurance agent, financial advisor and financial planner out
there. If you want to attract people to you, instead of them going to your
competition, then you must clearly show people how you are different. And, how
you are different, is how you can help a specific group of people, (Your Niche)
to solve the specific financial problems they face. (Your Specialty)
The Key to Increasing Your
Profitability is Getting People To Respond To You. Once you have defined the
specific group of people you want to work with, (Your Niche) and you have
determined the specific problems you want to solve for them, (Your Specialty)
then you must continually deliver that special message to those people in
everything you do. You want people to see you, as the foremost expert in that
area. Perception is reality!
That’s why you need to... Send out
client newsletters every month. Be a guest speaker on a local radio or
television show. Offer a free report in all of your correspondence. Get your
articles published in the local newspaper. Send out public service announcements
to the local newspaper. (About your upcoming free educational workshop) Send out
press releases. (About the success of your free educational workshops.) Send
your press kit to local civic, religious and business organizations to get
speaking engagements. The more people see and read about you, and begin to
understand how you can help them, the more they’ll respond to your offers!
Everything we are talking about here
doesn’t cost very much money to do. Using these fundamental marketing principles
you will dramatically improve your current lead generation and sales results
within just a few weeks. The more you help people to get to know you, the more
they’ll begin to trust you and want to meet with you. And, soon you’ll be
spending significantly less money on expensive direct mail, newspaper Ads, and
dinner seminars. You’ll be seeing more of the right people and be closing more
sales and larger sales.
Jeremy and Lew Nason
“The Nine Out Of Ten Guys”
'Message to Financial Advisors…
What have you done in the last sixty days to increase your sales? Is
there any question that during the year, you're going to spend
thousands of dollars in time, money and effort bringing in new
clients to your business? Then wouldn't it make sense to do it the
most cost effective, money-making ways? Why not learn the life
insurance and annuity marketing,
prospecting, appointment setting and sales strategies that most of
the leading agents, advisors and planners on the planet use?
Don’t please people
— Serve people
By Sandy Schussel
When it comes to your advice,
being a people-pleaser will come across as weak, and - the study
shows - it will ultimately cost you clients.
In his recent Harvard
Business Review article, “The End of Solutions Sales,”
Matt Dixon reported the results of a study of 20,000
salespeople around the world. The study grouped salespeople into
five distinct profiles:
These are salespeople with a provocative point of view that
they’re not afraid to share with a customer. They push the
client beyond his or her comfort zone to make sure they are
getting what they need.
builders: These salespeople are out to take care of whatever
a client needs. Their goal is to make the client happy, and to
avoid creating stress at almost any cost.
3. Reactive problem
solvers: These salespeople are more focused on post-deal
execution than they are on getting the next deal signed. As a
result, clients love them.
4. Lone wolves:
These are the prima donnas of sales. If it weren’t for the fact
that they meet and exceed their sales goals, they would have
been fired long ago.
5. Hard workers:
These salespeople show up early and stay late. To them, sales is
a numbers game, and you need to work long and hard in order to
build the numbers.
The researchers found that
while all of these profile types are capable of being top
performers, the profile with the most top performers was actually
the first group: the challengers. Interestingly enough, the
relationship builders came in last. They constituted the smallest
percentage of top performers in the study. Those who did especially
poorly were trying - but failing - to sell those same “disruptive”
(uncomfortable) solutions toward which the challengers pushed their
“But,” I hear someone
saying, “you preach relationship building!”
So, here’s the distinction:
Building relationships is
important. But relationship builders, as Dixon identifies
them, go beyond rapport. Their drive to build the relationship
includes a drive to please a client, even if doing so doesn’t serve
the client. When it’s time to recommend action, for instance, they
say, “Whatever you want." They go so far out of their way to avoid
confrontation and stress that they avoid telling the client what he
or she ought to hear.
When truly serving someone
means urging him or her to do something that will be uncomfortable,
clients tend to prefer the attitude of a challenger.
Based on the results of
Dixon’s study, more people want to work with a professional who
says, “Here’s what we need to do,” than with one who says,
“Which one of these options are you most comfortable with?”
Since people want to deal with an expert, think of the attitude
you’d prefer your doctor to have in a time of crisis. Bedside manner
is important, but if she believes that surgery is your best option,
you won’t want her to try and reduce your stress by telling you
about all the other ways you can handle the problem. You’ll want her
to firmly help you make the most appropriate choice.
Build great relationships with
clients, but serve them by being truthful about what the right
solution is - even if hearing your recommendation might be
stressful. Being firm about the solutions you recommend will
increase your business. When it comes to your advice, being a
people-pleaser will come across as weak, and - the study shows - it
will ultimately cost you clients. To be a top performer in your
market, your goal is to be a challenger who also builds great