Featured Tip - Marketing Is Not Optional

Improve Your Attitude - Jim Rohn Setting Goals 2

Become The Trusted Advisor - Why Use Videos In Your Marketing Campaign!

Coaches Corner - A Minute About Self-Discipline

An Important Message From Jeremy

Dear ~Contact.FirstName~,

How much easier would it be to get people to respond to you, set an appointment, or close a sale if the people in your local community thought of you as their local financial expert?

If you want that to happen, then it's all about your marketing!

Marketing is sorting out who your audience actually is, and then finding out what has meaning for them. What do they care about, and how does this relate to what you offer? What message can you deliver that is both true and meets your prospect squarely at the level of their needs?

Marketing is the process of uncovering messages that can be heard.

Marketing allows you to answer the crucial questions your offer must address: “Why should I care?” "What's In It For Me?" To paraphrase Peter Drucker: Consumers do not buy what you sell. They buy what has value to them. Or, to put it another way People don't buy what they need, they buy want they want.

So, if you want 2016 to be your best year ever, then please spend the time and energy to develop your strategic marketing plan. See Below... Marketing Is Not Optional!

Yours in success,
Jeremy Nason

Featured Tip

Marketing Is Not Optional

Marketing is an essential tool for the success of every business! What matters is not what you do! What matters is that you communicate what you do, so that people will take interest in it, buy it, support it, join it, and tell their friends about it.

Not To Market Is A Crime

Highly effective marketing is a make-or-break necessity for all small businesses. It's really impossible for you to be successful without good marketing techniques... that's what brings the people and dollars in the door. If you are indeed working to make the lives of your clients a little better, then you need to be actively marketing what you do!

Marketing is more than simply letting people know about your products or services. First, you need to know who your customers are. You need to get so close to them that you can anticipate their needs and desires. You need to be able to communicate to them exactly why they need what your business can provide. And, then you have to reach them with that message.

There are many strategies for marketing, and there are many means to execute a marketing campaign. It can be expensive or not, effective or not. And price and effectiveness are not necessarily connected.

The point is that you have no excuse not to be marketing, and doing it well!

If you don’t know where to begin with this, then start with the proven marketing plan template below.

Also Note: If you have spent a lot time and money in the past on marketing, with lackluster results, then the information below is critical!

Marketing Plan Template: Exactly What To Include

To grow your insurance business and keep it growing, you need a marketing plan. The right marketing plan identifies everything you need to do to be successful.

1. Who your target clients are.

2. How you will reach them.

3. How you will retain your customers, so they repeatedly buy from you.

Done properly, your marketing plan will be the roadmap you follow to get unlimited clients and dramatically improve the success of your organization.

Below are the 15 key sections you must include in your marketing plan.

Section 1: Executive Summary

Complete your Executive Summary last, and, as the name implies, this section merely summarizes each of the other sections of your marketing plan.

Your Executive Summary will be helpful in giving yourself and other an overview of your plan.

Section 2: Target Customers

This section describes the people you are targeting. It defines their demographic profile (e.g., age, gender), psychographic profile (e.g., their interests) and their precise wants and needs as they relate to the products and/or services you offer. Being able to more clearly identify your target clients will help you both pinpoint your advertising (and get a higher return on investment) and better “speak the language” of prospective clients.

Section 3: Unique Selling Proposition (USP)

Having a strong unique selling proposition (USP) is of critical importance, as it distinguishes your company from competitors. The hallmark of several great companies is their USP. For example, FedEx’s USP of “When it absolutely, positively has to be there overnight” is well­known and resonates strongly with customers who desire reliability and quick delivery.

Section 4: Pricing & Positioning Strategy

Your pricing and positioning strategy must be aligned. Example: If you want your agency/firm to be known as the premier brand in your community, pushing low product prices/fees might dissuade people from working with you. In this section of your marketing plan, detail the positioning you desire and how your pricing/fees will support it.

Section 5: Distribution Plan

Your distribution plan details how clients will buy from you. Example: Will customers purchase directly from you on your website? Will they buy from the agents your recruit/hire? And so on. Think through different ways in which you might be able to reach prospects and document them in this section of your marketing plan.

Section 6: Your Offers

Offers are special deals you put together to secure more new customers and drive past clients back to you. Offers may include free trials, money­back guarantees, packages (e.g., combining different products and/or services) and discount offers. While your business doesn’t necessarily require offers, using them will generally cause your customer base to grow more rapidly.

Section 7: Marketing Materials

Your marketing materials are what you use to promote your business to current and prospective customers. Among others, they include your website, face-book page, videos, print brochures, business cards, and catalogs. Identify which marketing materials you have completed and which you need created or re­done in this section of your plan.

Section 8: Promotions Strategy

The promotions strategies is one of the most important sections of your marketing plan and details how you will reach new customers. There are numerous promotional tactics, such as television ads, trade show marketing, press releases, online advertising, joint ventures, seminar, workshops, and client appreciation events. In this section of your marketing plan, consider each of the alternatives and decide which ones will most effectively allow you to reach your target customers.
 

Section 9: Online Marketing Strategy

Like it or not, most customers go online these days to find and/or review new products and/or services to purchase. As such, having the right online marketing strategy can help you secure new clients and gain a competitive advantage. The four key components to your online marketing strategy are as follows:

1. Keyword Strategy: identify what keywords you would like to optimize your website for.

2. Search Engine Optimization Strategy: document updates you will make to your website so it shows up more prominently for your top keywords.

3. Paid Online Advertising Strategy: write down the online advertising programs will you use to reach target customers.

4. Social Media Strategy: document how you will use social media websites to attract customers.

Section 10: Conversion Strategy

Conversion strategies refer to the techniques you employ to turn prospects into clients.

Examples:

1. Improving your fact-finding / questioning techniques.

2. Improving your sales scripts can boost conversions.

3. Increasing your social proof (e.g., showing testimonials of past clients who were satisfied with will nearly always boost conversions and sales.

In this section of your plan, document which conversion boosting strategies you will use.

Section 11: Joint Ventures & Partnerships

Joint ventures and partnerships are agreements you forge with other organizations to help you reach new customers or better monetize existing customers. For example, if you working with seniors, it could be quite lucrative to partner with senior center who had a list of thousands of clients work with. Many of the companies who work closing with your ideal prospects, could be good partners. Document such companies in this section of your marketing plan and then reach out to try to secure them.

Section 12: Referral Strategy

A strong customer referral program could revolutionize your success. For example, if every one of your customers referred one new customer, your customer base would constantly grow. However, rarely will you get such growth unless you have a formalized referral strategy. For example, you need to determine when you will ask customers for referrals, what if anything you will give them as a reward, etc. Think through the best referral strategy for your organization and document it.

Section 13: Strategy for Increasing Transaction Prices

While your primary goal when conversing with prospective clients is to secure the sale, it is also important to pay attention to the transaction price. The transaction price, or amount clients pay when they buy from you, can dictate your success. For example, if your average customer transaction is $100 per month, but your competitor’s average client transaction is $250 per month, then they will generate more revenues, and probably profits, per client. As a result, they will be able to outspend you on advertising, and continue to gain market share at your expense. In this section of your plan, think about ways to increase your transaction prices such as by increasing prices, creating product or service bundles/packages, and so on.

Section 14: Retention Strategy

Too many organizations spend too much time and energy trying to secure new customers versus investing in getting existing customers to buy more often. By using retention strategies such as a monthly client newsletter or a customer loyalty program, you can increase revenues and profits by getting clients to purchase from you more frequently over time. Identify and document ways you can better retain customers here.

Section 15: Financial Projections

The final part of your marketing plan is to create financial projections. In your projections, include all the information documented in your marketing plan. For example, include the promotional expenses you expect to incur and what your expected results will be in terms of new clients, sales and profits. Likewise include your expected results from your new retention strategy. And so on.

While your financial projections will never be 100% accurate, use them to identify which promotional expenses and other strategies should give you the highest return on investment. Also, by completing your financial projections, you will set goals (e.g., your goals for your referral program) for which your company should strive.

So, for the sake of your insurance business, please spend the time and energy to really get inside the head of your clients. Find the intersection between your offer and their needs and wants. Answer... Who is your client? What do they value? Isolate those specific factors that actually drive behavior for them. Realize they are not buying what you are selling, they are only buying what is of value to them. And, by all means, use THAT in your marketing communications.

You’ll be very glad you did.

______________________

Note: Everything you need to complete this marketing plan and make it work is in the Insurance Marketing and Sales Resource Center™, with our specialized life insurance and annuity sales tool kits.

Jeremy and Lew Nason
Trainers, Coaches & Mentors
'The 9 Out Of 10 Guys'

Updates For Our Member's Only Private Site
 Insurance Marketing and Sales Resource Center™

Making Goals Count
As we enter into this New Year we all tend to have a heightened sense of the opportunities and possibilities that this year can bring. The need for goal-setting becomes more obvious and clear. And the great thing about goal-setting is you can keep it as simple or get as elaborate as you would like.

Whole Life vs. 529 Plans
Goes over college planning, and compares 529 plans and whole life plans used to fund college.

Financial Fears 2015 
A survey performed in 2015 going through all of the financial fears the average american is feeling.

Help Your Prospects, Clients, Friends And Family
To See You As The 'Expert' They Need To Meet With!

Let's Make 2016 Your Breakthrough Year!

Fantastic News For IPS System Owners

We have been working closely with Steve Bailey, the Chairman of the International Association of Registered Financial Consultants (IARFC). Mr. Bailey has agreed that IPS members, who have invested in the Annuity Sales Excellence™ Tool Kit or the Found Money Management™ Tool Kit, have received personal coaching and have successfully completed the IPS Trusted Advisor Success Training™ can now become a member of the IARFC and be awarded the Registered Financial Consultant (RFC) designation, with our endorsement and the final approval of the IARFC!

The RFC (Registered Financial Consultant) is a professional designation awarded by the IARFC to financial advisors who meet high standards of education, experience and integrity.

Improve Your Attitude And Change Your World

Jim Rohn Setting Goals 2
 

What are They Saying About IPS?

“I just did my first seminar using the Found Money Management™ presentation. I did it at my public library where everything was done for free (event mailers, press releases, and in-library advertisements). Most of the people were in awe. 90% of the people submitted the evaluations sheets (with all of their contact info) and most of them liked the presentation. I never thought I would be doing seminar selling. For the past few years, I was nervous just thinking about it and just did direct mailers and cold calls. 
After doing this 1 event, I feel like doing seminars every week now.” 
Charles Amith, RFC - CA

___________________
 

Not sure we can help, or if our services are right for you... Don’t Wait... 
Call us Toll Free to schedule a No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
Toll Free In US 877-297-4608 / Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)

It’s A Shame For You To Struggle Finding Prospects
& Closing Sales, When Our Members Do It So Easily!

(At only $35 per month can you afford to pass this up?) 

How To Become The Most 'Trusted Advisor'
In Your Local Community!

Why Use Videos In Your Marketing Campaign!

If you’re not already using videos as part of your online marketing strategy, then you are missing out on a great opportunity to help your prospects, friends, family and clients to see you as more than just another insurance salesperson. Plus, videos make it much easier to generate appointment and sales!

Here are some very interesting statistics and explanations about the power of videos that we have found by searching the Internet.

Consider these stats:

• Videos provide a 74% increase in visitors’ understanding of a product.

• 45.5% of Internet users view at least one video over the course of a month.

• An average user spends 16 minutes and 49 seconds watching online video ads every month.

• 80% of users remember the videos they watch online.

• 46% of users take action after viewing a video online.

• Your website visitors are 64% more likely to buy a product after watching a video.

• When video is included in email there’s a 2 - 3 times increase in Click through Rates.

• When video is included in email there’s also a 51% increase in subscriber-to-lead conversion rates.

If you’re still asking yourself why you need to incorporate videos into your marketing campaign, let me give you 10 more reasons:

1. Videos are where your customers spend most of their time online. Think about it, YouTube alone receives more than 4 billion views every single day. It’s also the 2 largest search engine next to Google. In addition, 78% of people watch a video at least once a week and 55% of people watch videos every day.

2. Your competition is already using video as part of their marketing strategy. According to MarketingProfs, 81% of senior marketing executives are now using online video content in their marketing programs, which is up from 70% in 2011.

3. Videos are search engine friendly. Consumers are looking for your products and services. How are they looking? Most likely, their first course of action would be Google. Social media can affect organic Google search results as well as be an entry point to your website. Since YouTube is the second-largest search engine, videos get ranked high in Google search results.

4. Videos are easily shared through social media. More than 500 years worth of YouTube videos are viewed daily on Facebook and more than 700 YouTube videos are shared on Twitter every minute.

5. Video levels the playing field. Online video production will account for more than one-third of all online advertising spending within the next five years. (Borrell Associates Annual Benchmarking Results). Video has created an even playing field on which brands, business, and organizations can compete.

6. Video is entertaining, educational, and inspirational. More than 60 percent of consumers will spend at least two minutes watching a video that educates them about a product they plan to purchase. (MarketingCharts.com). Video is far superior in moving people to laugh, cry, learn, get mad, and take action over photos, text or audio. It’s a great storyteller that will keep viewers glued to your site.  In fact, 6 out of 7 people prefer online video to reading text!

7. Real-time feedback and interaction. People love commenting on videos and that where you can learn more about your consumer’s wants and needs. A sure fire way to maintain a loyal viewer audience is to make a mention of a fan’s comment from a previous video and address the issue that they commented about. It keeps your viewers engaged and longing to see what you are going to post next.

8. Videos are measurable. With analytics being so accessible, they do a great job of telling how successful your videos are. There’s no more guesswork. Measurement can help you determine which videos and surrounding social media activity is moving your marketing campaign in the right direction.

9. Online video is one click away from the “Buy” button. As stated by ReelSEO, 34% of apparel shoppers are more likely to make a purchase after viewing an online video ad, versus 16% after watching an ad on TV. Think about it, a good majority of impulse buys occur online. After viewing a TV commercial, one may get distracted by the occurrences of everyday life that they do not immediately make it over to the computer to make that purchase.

10. Video is mobile. People view video on their tablets and mobile phones and watch it while they are on the go. With mobile video you have the potential to be in people’s hands, and have them understand everything about what you offer, and also be only one click away from buying your stuff, which is the whole point.

If you are not using videos, there is no better time to start than the present.

And, the best part is that you don't have to make your own videos. Our friends, Dan and Michael Vinal at Webprez, have already done it for you. They have... Over 80 'Client Engaging' Videos To Chose From!

New Agents 'Quick' Start Program

Our New Agents Mortgage Insurance Tool Kit™ is a simple, affordable, proven Bread n' Butter Mortgage Life Insurance Lead and Sales Success System that easily produces $2,000 and much more of cash value life insurance commissions every week ...in as little as 30 days.
 

Includes, 3 Months of One-on-One Coaching (not group coaching)
This is the in-depth annuity and life insurance appointment setting, fact-finding and sales training,
with the personal coaching that you expected, but didn't get from your Company or IMO!

Coaching Corner

        Insurance Sales Video System
 

Did You Know That You Can Put A Video On Your Facebook Page
And/Or Website To Help People To See You As Their Expert?  

Psychologically Engage the Viewer's Interest & Concisely Explain the Insurance Solutions You Offer!

Do you know that prospects are 64% more likely to buy a product after watching a video about it!

Marketers worldwide agree that video is the most effective social-media marketing method!

Over 80 'Client Engaging' Videos To Chose From!

https://www.webprez.com/
 

Why WebPrez? Executive Director, Dan Vinal explains...

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to take your career to the next level, then become a member. It's Free!

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