www.billymaysblog.com | www.themastercloser.com

 

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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If you have been in the life insurance and annuity business for any length of time, you’ve probably spent a lot of money buying prospect lists, sending out sales letters, postcards and /or running ads in the newspaper to generate qualified leads. Then you’ve followed up with those leads by calling them, sending them your newsletter, special reports, information booklets, product brochures, etc. And, for many of those leads nothing is happening. For whatever reason, these people still have not agreed to an appointment with you. Why?

Is it because they don’t know you and/or how they’ll benefit from seeing you?

How about if there was a non-threatening way for them to meet you, and see the type of work that you do?

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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.

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