Five Killer Insurance Marketing Strategies

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.

Take the time today, to review your current customer database to determine whom your best customers are and what they have in common.

What makes them your ideal prospects… Are they married? Do they have children at home? Are they homeowners? What’s their income range, profession, ages, etc! What do they have in common with you?

If you can duplicate your best customers, won’t you have a better chance of increasing the number of new sales you get and the profitability of each new customer?

2. Solve A Problem Your Ideal Prospects Have…

If you want to make it much easier to set an appointment, then give your ideal prospect a compelling reason to meet with you. What problem (s) do they have that you can you solve for them?

If you are not solving a problem they currently have, then why should the waste their valuable time meeting with you?

To put it another way, how will they benefit right now from meeting with you? What’s in it for them?

Are they concerned about saving for College for their children? (Or, saving for retirement, making their money last through their retirement, paying off their home if something happens to them, eliminating their credit card debt, etc.)

“If I could show you how to…______________, without taking any additional money out of your pocket or changing your current life style, would it be worth a 20 minutes of your time to talk about it?” (That’s Our Found Money Management™ Concept)

3. Create A Sense Of Urgency…

Would you agree that no one likes to make hasty decisions concerning long-term commitments? We all want to think it over so we can make the best decision possible. The problem is that if we don’t make a decision today, we will probably just continue to put it off.

If you want your prospect to buy from you right now, then you must create a sense of urgency!

Examples: Include a lower price offer if they buy before a certain date (e.g. age change date for life insurance). If the stock market declines tomorrow, how much more are you willing to lose? If you are not here tomorrow could your family keep their home? How much longer are you willing to wait before you start to save for your retirement?

4. Make The Buying Decision Easy…

Is there any question that a 20 plus page financial plan is impressive? However, the problem is it tends to confuse people. If they don’t understand the plan, then why should they buy?

If you want to close more sales then make it easy for people to understand their situation and your recommendations. For example: Use a simple two-page presentation that summarizes the prospects current situation and their best option (s).

We’ve helped a lot of financial planners go from closing 1 out of 10 sales, when using a 20 page financial plan… to closing 9 out of 10 sales, using a simple 2 page financial planning summary. Make the buying decision easy and you’ll close more sales!

5. Stay In Touch…

Selling is not a one step process. People buy when they are ready to buy, not when you are ready to sell. Most people do not buy something the first time the see or hear about it. You can sell many of these potential customers with an effective follow up system.

According to the National Sales Executive Association, you’ll increase your sales by 80% when you follow up! Here’s why:

• 2% of sales are made on the 1st contact,
• 3% of sales are made on the 2nd contact,
• 5% of sales are made on the 3rd contact,
• 10% of sales are made on the 4th contact, and
• 80% of sales are made on the 5th-12th contact!

Your follow-up can be as simple as contacting these people periodically with a new offer. Or, better yet, follow up periodically with some useful information …and don’t charge them for it - like a client newsletter! You’ll build a supportive relationship that gains their trust.

Each of these Five Top Producer Marketing Strategies provides you with a simple way to boost your sales and your profits quickly. They are simple to use, highly effective and require very little if any new expense.

Yours in Success,
Jeremy & Lew Nason
The Nine Out Of Ten Guys
Trainer, Coach and Mentor…

© 2009 Insurance Pro Shop - All rights reserved
Lew Nason, RFC, FMM, LUTC Graduate with his sons Jeremy Nason, RFC, FMM and Will Nason, RFA, FMM are the founders of the Insurance Pro Shop ® and the creators of the… Found Money Management™ Advanced Life Insurance Sales System… The most endorsed and successful Life Insurance prospecting and sales system available for today’s insurance professional! Lew has been helping agents and advisors to achieve long-term success in financial services industry for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents and advisors reach the top levels of their profession. Visit his web site at www.insuranceproshop.com or call him toll free @ 877-297-4608.

Helping Insurance Agents and Advisors create endless streams
of new, repeat, and referral business…