There’s a huge fallacy that creates much of the frustration and shattered expectations of advisors in this industry.
That fallacy is that there is — ’somewhere out there’ — a group of highly qualified people hiding in some cramped corner of the universe who are ready and wanting to buy what you sell. And all you have to do is “get in front of them” and you’ll close deals easier than selling water to parched desert travelers.
The truth is that no such ‘group of golden prospects’ exists.
The problem lies in people pitching pipe dreams of ‘hot qualified leads’ begging you to sell them something.
Now I’m not saying that you can’t get people to come to you, who are exclusive, and who are better prospects than the jokers who go online and fill out 13 quotes and have their information sold to 79 different agents.
If that’s the type of lead you are working…THAT IS miserable. Of course it may not be as bad as having no leads at all, but just barely.
But what I am saying is that usually there is a PROCESS required to take someone from merrily enjoying their day, to getting interrupted by you, to reading your message, to realizing they might possibly be interested, to wanting what you sell, to trusting you, and ultimately realizing that they need your product worse than they need their own money.
Does that sound like something that happens within 30 seconds of receiving a postcard in the mail, or seeing an ad in a magazine?
Nope.
In some cases you’ll use the internet to capture people who’ve already gone through maybe 30-50% of that process, but usually they don’t have their credit card on the desk anxiously waiting to buy insurance, it just doesn’t happen that way.
So how do you get someone to the point where they ARE ready and willing to buy?
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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 new baby video
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 can do it too, regardless of the economy. Here’s how to start, go to www.massretention.com/vid3
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
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These are a couple emails I got from some of our ‘maverick friends’ recently.
I wanted to share them with everyone because I believe the lessons are extremly valuable.
From: K**** T**** [mailto:******@farmersagent.com]
Sent: Thursday, July 03, 2008 11:45 AM
To: ‘Beach Broker’
Subject: RE: i’m SORRY!… lets try this again
Dear Insurance Mavericks,
My name is Ken.
Let me start by saying that I’m a new insurance agent for a captive company. I have just completed my 3rd year and have hit the goals that are required by the company. It feels great! However, I feel like I’m pounding my head against a wall, chasing business, not writing enough business, not marketing on a consistent basis, and I’m flat broke. I want to take my business to the next level, if you know what I mean.
About a month or two ago I received and email to your site and have been going there and reading the articles and information provided and its confusing. Here’s why. I need help. I need to know where to begin. What should I start doing today, some guidance or direction to get moving to the next level. How to finance it.
I listened to the podcast and it’s hard to envision what I want when I’m in the grind of the day, feeling like it will never happen. But I feel like I know what I want I just don’t know how to get there.
I’m tired of price shoppers. I’m tired of cold calling. I’m tired of being broke.
If you could let me know what I need to start doing today. Where my first step should be.
Thanks for the great emails and the media it does help.
Happy 4th!
Ken *****
MY REPLY:
Ken,
Put on your thick skin, because I’m going to be a little harsh here.
In a nut shell you need to get your head straight. You need to give yourself credit for accomplishing the goals you have, and then use that momentum to move to the next level. Don’t downplay what you’ve accomplished.
Making it 3 years in the business is tough to do.
Now, you want to know what to do first.
1. Establish your position in the marketplace. What value do you offer that others don’t, can’t or won’t?
a. Go watch the video on the power of positioning on www.insurancemavericks.com/video
2. Write an article that offers value to your potential clients, that is within the topic of your position.
3. Find some other agents to joint venture with. Obviously you’ll need to approach those guys who aren’t selling what you sell. So if you are doing life, then find a p&c guy, get to know him, and then send the article that you wrote to his list. Make sure you include a letter from him, and then Follow up with those names on the phone.
We’ll continue giving you the information you need to succeed, but you need to take action.
Also, if you haven’t downloaded the ebook, you are missing out on some incredibly valuable information.
www.insurancemavericks.com/video
Beach Broker
