by Bill Cates

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.

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by Jeremy & Lew Nason

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.

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by Tom Wiecek

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.

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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

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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.

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Everyday we get calls from established advisors (4 or more years in the business) who are in a sales slump. These advisors were successful in what they were doing, but now they are having trouble. They were buying leads or their agency was supplying leads and the leads have dried up! Their direct mail campaign has stopped working! Or, the quality of their leads just isn’t there any more! And, they want to know: “What’s the quickest way to generate more leads to get in front of more prospects, to increase my sales?” It’s something everyone goes through from time to time in every sales business.

The Quickest Way To Increase Sales
If you want to increase your sales quickly, first look at your primary market and determine what’s the biggest, most overwhelming problem you can solve for these people? Remember, if there is no problem, then there is no reason why they should meet with you? People buy based on emotions. They want to either reduce their pain or increase their pleasure.

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One of the questions I always get is “How many names do you try to get in one sitting?”

My answer to this is “it depends.”

It depends on how open your referral source is to the process; how much time and energy they feel like devoting. My personal record is 17 names in one phone call, and I’ve gotten 10-11 on several occasions.

But NOT because I pushed my clients into this. I was ready to move on to another subject several times, but they kept on going, and going, and going (like the Eveready Energizer Bunny.)

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We’ve blown the whistle.

Sadly hundreds, if not thousands, of agents and advisors, have been screwed by online lead companies claiming to get you quality, exclusive leads.

We recently published a report, called the Lead Company Expose’, where we reveal …

1. How lead companies are ripping agents off
2. The villainous way lead companies generate leads
3. Why you’re wasting your time and money buying online leads

I have bought online leads in the past. I wasted thousands of dollars and tons of hours chasing crappy leads down. Almost every time, I would call and they had already been called by 4 other agents.

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