One of the approaches I have used for decades to help reps get their prospective clients more excited about working with them in the initial interview is to start out by asking more questions. Instead of telling prospective clients how great you are, start out by asking them questions. People actually think you are smarter if you ask questions about them rather than talk about yourself. I think that is an accurate assessment, you are smarter if you ask questions about your prospective clients rather than just talk about yourself!
Read the rest of this entry »»
Don’t you love it when sales happen out of the blue? Like when someone calls in and wants you to sell them a policy. They don’t waver or concern themselves on how much it’s going to cost. They just want it and they want it now.
Well, this has been happening a lot in my agency lately. We’re getting clients that we’ve had a long time, calling our office and telling us exactly what they want. Just the other day, we got an email from a client that said, “I need a million dollar 30 year term policy and I need to get this handled today”. That was the easiest $1400+ commission I’ve ever made. Cross selling policies to our current clients has jumped an astounding 17% last month with no effort from my staff except quoting and issuing the policies. They’re not calling anyone or sending letters. Just taking the calls and writing policies.
Read the rest of this entry »»
I remember the first time I bought leads. I was so desperate. I needed leads bad.
I wanted something quick and easy, delivered right to my email box .. or a service where someone would call me.
That is the dream for any agent or advisor.
I mean, come on let’s be honest… who really wants to *work* to attract their own leads when someone could deliver high quality leads on a silver platter?
(Of course learning to attract your own leads IS the best way long term)…
Sadly, so many charlatans wave their little flag, promising agents and advisors “guaranteed leads … but just enter in your credit card. The majority are scamming agents right out of their money. In fact, here is another post just last week on our blog about a company that screwed one of our fellow agents…
Read the rest of this entry »»
What is more important to you? More referrals? Or higher quality clients from referrals? Or both? Here are a few simple things to keep in mind if you’d like to get better quality clients from referrals in 2009.
Get Clear
What type of client do you want to attract into your business? Are you crystal clear? Can you write it down right now, on the spot? Clear intentions produce clear results. Fuzzy intentions produce fuzzy results. You will be amazed at how much easier it becomes the right kind of clients into your business when you are crystal clear what comprises an ideal client.
Read the rest of this entry »»
We don’t think anyone will disagree that marketing is the life-blood of a successful insurance agency. It’s obvious that you can’t close a sale unless you are in front of people. And, what most agents seem to forget is that if you want to close more and larger sales you must be in front of the ‘RIGHT’ people.
Here are five marketing tips that will guarantee you are consistently in front of your ideal prospects. The prospects you have the best chance of selling.
1. Duplicate Your Best Customers…
If you want to make your life insurance prospecting, appointment setting and sales process much easier and much more profitable, then learn how to consistently attract your ideal prospects. Hint: Your ideal prospects are people that are most like the best customers you have right now.
Read the rest of this entry »»
A couple of years ago I read Tim Ferriss’ now famous book The Four Hour Work Week for the first time. It’s a book that I pick up and re-read quite often and it has made a world of difference in my life and agency. Most importantly, it helped me free myself of the many low paying jobs I used to be responsible for. Today, I work less than four hours a week in my agency. However, I do work more than four hours a week on my agency, but I work where and when I want. And I only work on what makes me the most money.
I am often asked by other agents, “How can you spend so little time in the agency while it continues to grow faster than ever?” It comes down to eliminating and delegating the tasks that bring less value to me and using systems. Our time is the most valuable resource we have. It’s not our insurance knowledge or even our ability to service our clients. We only have so much time in a day and every minute of it is as valuable as you make it.
Read the rest of this entry »»
Social Media expert Tammy de Leeuw talks about 3 must have Twitter applications to take marketing your business in a more effective way and in a more timely manner. Click below
Read the rest of this entry »»
The jury is still out whether or not an agent and advisor can use social media, like Facebook and Twitter, to generate leads and make money.
For some it may work. For others, it won’t.
It really depends *on* you … and who your customer is.
If you are targeting the boomer market, then online may
not be the most viable way to generate leads.
Read the rest of this entry »»
