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.)

(more…)

Getting leads is one thing.

Closing the deal is another.

I learned how to get tons of leads.   But if I can’t close them at a high ratio, I’m leaving money on the table.

Sid Walker has been sharing with agents and advisors for over 25 years.   I personally have worked with Sid over the past few months, and can say …

He’s the REAL DEAL…. (plus he’s an honest and nice guy)…

But more importantly he’s helping agents be more successful and close more deals.

(more…)

Some states allow you to buy x-dates. In other states you have to get out the old yellow books and start calling. That’s how I started out: in a cubicle, pounding the phones for 6 to 7 hours a day. And let me tell you … it was horrible.

I am not too shabby on the phones nor do I mind rejection all that much. However, poor positioning made it horrible. I would call and catch some contractor pounding some nails into a board while I asked him if he wanted a quote on his insurance. Bad positioning.

Or I would call and work my way through the gatekeeper to catch a busy business owner who didn’t really want to talk to me. Bad positioning.  Marketing for insurance was not fun. I don’t know many people who just love to cold call (even those who are good at it). I had to find another way to market, or I would go insane…

Did cold calling work for me? Yes. I made it work through hard work and trial and error. I worked the phones, improving my approach and my sales presentation. Soon I started setting up appointments and writing insurance. The first three years in business all I did was cold call. But then I started to study marketing. I picked up every book I could get my hands on I quickly found other ways to market. I found out how to get prospects to call me.

How To Experience Complete Joy

It’s the coolest feeling to have someone call you and say, “I want to give you my money.” It’s even more amazing to have it happen over and over again.

(more…)