1.Create a valuable tool that you can send to their list.
It’s so important to be developing some of this stuff like an emergency preparedness plan or an inventory record book or an insurance shoppers checklist, etc, that you can say, “Hey, Mr. President of the Association (or Mrs. President), I have this great tool that would be valuable to your members.Would you willing to let me mail it out to them or send them an e-mail and have them go to my website and get it?”
This is a great way to position yourself as the expert, offer something of value before you ask them for something.
2.Develop relationships with the Presidents or the leaders of these associations to get endorsed mailings.
Selling is an art that evolves through time. Through the years, we have seen insurance companies and individuals achieve tremendous success by employing various methods of getting more leads. In the past, a provider could become a big business just by using one way of gathering prospects. The conventional methods of getting insurance leads include telemarketing, direct mail, face-to-face selling, radio, and print media.
However, the reason why a lot of those who engage in insurance sales eventually fail in their craft is because they lack foresight on the direction of their business. The advent of advanced technology as well as the new laws have inevitably brought forth a revolution in sales and marketing.
One of the biggest secrets to making money as an insurance professional and generating life insurance leads… is the most under used strategy out there.
It’s called Joint Ventures.
But don’t let that fool you.
Joint ventures is not just about talking to some buddies or partners about sending leads to you.
NO.
It’s not that at all. In fact most of us have had bad experiences with passive ‘joint venture’ partners.
What I’m talking about is ACTIVE joint venture lead generation.
The difference between generating life insurance sales leads with active joint venture partners and passive is this: Active works, passive doesn’t.
So what is Active joint venturing? It’s the system of creating joint venture relationships and then ACTIVELY marketing to their lists to generate leads for your own.
So here’s how you do it in a nutshell.
Step 1. Identify your joint venture partners
This means you need to make a list of potential “Non Competing” insurance agents, professionals, and basically anyone else who has a list of clients.
If you’re a captive, there is probably a lot of clients that you can’t write because your companies just don’t allow you to. So you need to be then finding another, maybe it’s a commercial agent… maybe you have a hard time writing the commercial business.
So find an independent commercial agent who you can refer the business to but then in reciprocity he will give you access to all of his commercial accounts for you to write their person. That’s the symbiotic relationship, obviously. Same goes for health. If you don’t sell health, you need to have a relationship with a health agent to get access to all his people and sell them the personal lines.
I am always amazed at how few agents really have solid relationships with other people
in the industry and they work those relationships.
Here are a few examples of Joint Venture Partners we could use.
P&C Commercial agent
High Risk P&C
Health agents
Financial planners
Life agents
Lawyers
CPA’s
Chiropractors
Dentists
Once you established this, you do step 2.
Step 2 is where you become active:
All that needs to be done is write an endorsed mailing letter. You get their permission to send it to their list and you may just start with the newsletter. That may be the easiest and most effective way to do this is start with sending your newsletter to his list and establish that you two work together and if there is any needs that they might have regarding XYZ coverages, you’re their endorsed agent for this and you’d be happy to talk to them about that.
This is the fastest, easiest and MOST effective way to generate life insurance leads.
Last night I was watching “Pursuit of Happyness” (with Will Smith) on the bed with my wife. It’s really an inspiring show.
He went through hell to achieve his dreams, and it shot me back to my time as a new insurance agent that was like Chinese Water Torture.
Luckily I never had to endure the types of difficulties he faced, but there were certainly times where the future was bleak.
When I started as an agent, I had nothing given to me.
Okay, okay… I take that back, I did get a phone book and telephone.
I had dropped out of college in order to start this job cuz I was getting married in about 6 weeks. The big boss painted a beautiful picture for me. He sold me on the lifestyle, the money, the freedom, the GOLF!
So I gave up college and took up cold calling and getting kicked in the shorts instead.
I worked 2 jobs just to pay the bills. (My night job just about killed me, not kidding. I smashed my thumb open and then cracked my skull on the concrete floor. I’ll tell you about it sometime.) Our first Christmas married my entire commission for the month was $349.
For Christmas dinner we ate hot-pockets from 7-11. My wife (living 2000 miles away from her parents) cried when she called them on the phone.
Not one of my favorite moments. HOWEVER, these experiences drove me to be better. To accept nothing less than complete financial success and the freedom and security that it brings with it.
I realized that I needed to be BETTER, more Valuable to the market to get paid BIG money.
So I studied everything I could about persuasion, sales, marketing, advertising, copywriting. That study led me to develop the Value For Life Newsletter.
This newsletter is one of the best ways on the planet to get new leads, referrals, and increase commissions by cross-selling. http://www.massretention.com
So at the end of the day, like Will Smith’s character in “Happyness”, I feel extremely blessed to be able to achieve my goals in life. And I know ANYONE can get what they desire, if they work SMART and hard.
To more leads and bigger commissions,
Beach Broker
PS. I know I’ve promised to offer the monthly newsletter to everyone on an ongoing basis. Things have been crazy around here. Big commission just had a new baby boy, and we’ve been working on a new AWESOME live internet TV show for our subscribers, so that’s been taking up all my time.
The other day I was filming a video to show off my new baby Elianna…
My 3 year old Joshua decided to pop his head in front of the camera, and he ended up on sitting with me and the baby in is peejaays. (It’s pretty funny)
As you probably know, Elianna was born about 6 weeks ago now. She’s been a delight. (Looks just like her mom…luckily)
I finally got her on film to show her off. But that’s not all.
There’s a lesson here…
In the video I also share 5 proven strategies that I’ve personally used to create a million dollar per year business… and most agents don’t have a clue about. (Showing my baby is one of these strategies in ACTION. Watch the video to see what I mean http://www.massretention.com/vid3)
To my knowledge, this information has NEVER been shared with insurance agents, let alone for FREE.
I also reveal the secrets that Regis Philbin uses to keep audiences interested in him for 50 years…(and how that translates into better retention and more leads from referrals for you)
***These are the MOST IMPORTANT things you can do to DRAMATICALLY increase the number of referrals you are getting, plus increase upselling and cross selling, and drive retention through the roof.
Can a simple video accomplish all of this? The quick answer is yes, and I show you exactly how to do it here www.massretention.com/vid3
I know a lot of folks are worried right now about the economy, but like I’ve said before, the insurance business is truly recession proof. There are an UNLIMITED number of prospects!
It was right after 9/11 that I became an insurance marketer instead of an agent. And using the market strategies I share with you, I wrote 1 million dollars in 12 months without a single cold call.
You’ll see Elianna, Joshua in his peejays , and you’ll learn some things most agents will NEVER know about making big money in this business.
To more leads, better retention and the ultimate lifestyle…
Beach Broker
P.S. If you haven’t used the GRATIS newsletter template we’ve given to you yet, you might want to listen to this from one of my MASS COMMISSION members:
“I just sent out my first newsletter and the response was awesome. One of my biggest pain in the *%$ clients called and said he loved it. My clients are going to be getting one of these EVERY month from now on.” Craig Smith, State Farm Agent, Virginia
Michael Phelps’ success has business lessons that we all can benefit from.
First of all, although he is an amazingly gifted athlete that appears to have been born in a swimming pool, he readily admits that he could not have made his goal of getting 8 gold medals by himself. He surrounded himself with other great athletes. In effect, his team, consisting of his coach and fellow athletes all comprise his mastermind group.
This is the first step to Michael Phelps’s Secret Success Formula and if you desire to have gold medal performance in your agency then you must get involved in a qualified mastermind group setting where you can have healthy competition with your peers as well as get ideas on how to improve as a person as well as improve your business results. As a side note, Michael Phelps got better because he was around swimmers as good as he was which pushed him to achieve even more, so keep in mind that a mastermind is not a place to gather and complain about circumstances, but it is a source to go to to help you overcome the circumstances.
The second step is Michael made untold sacrifices. Too many to name here, but one big one was he moved away from his family in order to get the type of training he needed, but equally important in order to be removed from distractions. In other words, Michael was willing to get out of his comfort zone, away from his norm and into something that he was not used to. And in the insurance world today, if you choose to do what you’ve always done because it is comfortable then you will never be able to stand on the Olympic podium. To be a successful agent in today’s environment you must be willing to sacrifice the discomfort that is associated with change because the only constant in our world is change.
The 3rd step in Michael Phelps’ success formula is simple focus. Michael kept saying that all he did was eat, sleep, swim. He obviously did more, but the lesson is he made sure he was covering the bases of putting good stuff into him in order to get the Gold medal performance out of him and the business lesson there is obvious. Your input determines your output, so when you read the great content like what the Insurance Marketing Mavericks provide you can expect gold medal results!
In closing, if you have not taken advantage of the FREE ebook provided by the Insurance Marketing Mavericks then what in the world are you waiting for?! Your gold medal results are waiting for you so go get the ebook and read it right now!
