In This Issue

Feature Article - Finding The Best Life Insurance Sales Leads Isn't Hard!

Improve your attitude - Earl Nightingale - Directline 14 - Our Ability To Learn Improves With Age!

Become Their Trusted Advisor - Don’t Fall Prey to the Summer Sales Slump

Coaches Corner - Cornell Study: Understanding Why Everyone Needs a Coach

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What Do The Top Life Producers Know That You Don't...

Finding The Best Life Insurance Sales Leads Isn't Hard!

Dear ~Contact.FirstName~,

Are you looking for more and better, qualified life insurance sales leads? 

Have you tried purchasing Internet leads, or telemarketing leads? 

Were you disappointed with the overall results? 

How many appointments were you able to set, out of every 10 sales leads you bought? 

How many of those appointments actually turned into a sale? 

How many of those sales actually resulted in an issued life insurance policy? 

Even the most successful agents who buy life insurance leads are only converting around 3% to 10% of their leads into a sale.  Even at only $10.00 per lead, it means that each sale is roughly costing you $100 to $333.  If you buy 100 leads at $10 each that's a $1,000.  If you only make 3 sales, in means it cost you $333 per sale.  Buying leads is one of the most expensive ways to grow your business, and should only be used during slow times as a supplement to your other lead generation methods.  They should never be used as a primary source of life insurance leads.

Let's take a step back and look at what you are actually doing when you are buying life insurance leads.  You are going to a third party that is contacting people who have no idea who you are.  That third party is now telling you, that person is interested in your services. Unfortunately, when you call them, they are very apprehensive about setting an appointment with a total stranger. You are at a great disadvantage, because you have no credibility with that prospect. The good news is there are much better, easier and more cost effective ways to get the life insurance leads you need and want.  

Who Are YOUR Best Life Insurance Prospects?
Before we get into 'Finding The Best Life Insurance Sales Leads' it is crucial to determine who is a good, qualified prospect for your products and services.  The main concern is making sure you are spending your time communicating with the people who are the ‘Ideal Prospects’ for whatever you are offering.  There is nothing more frustrating than making a 100 phone calls and not setting a single appointment.  This can, and does happen, when agents think they can call just anyone, because they think everyone needs to be concerned about whatever they are offering.

Just because someone should to be concerned about something, doesn’t mean they are.  It doesn't mean they will see you or buy whatever you’re offering.

Don’t they, at a minimum, need to have the ability to pay - and be able to be seen on a favorable basis?

So the questions are:

1. Who are the Ideal Prospects to be contacting for whatever you are offering?

2. Who do you have the best chance of setting an appointment with? 

3. Who has the need, the ability to pay and can be seen on a favorable basis?

As you read the following, remember I’m not saying that some of the other people aren’t good prospects. I’m saying you want to be contacting the people who you have the best chance of setting an appointment with and making a sale.

Let’s use Tax-Free Retirement, using life insurance as an example.

Is your best prospect someone who owns a home? Probably, Yes. Doesn’t it tell us they have been able to save in the past, and probably have the money to put away for retirement, if they can see a need to do it now? Plus, doesn’t it tell us they are willing to look long-term?  Our ideal prospects are people who own a home.

Is someone who owns a $300,000 or larger home our best prospects? Probably No. Aren’t these the people who are have family incomes of over $125,000 and are inundated with calls from financial planners, advisors etc? Aren’t these people going to be harder to see?  Our ideal prospects are probably people who have homes worth $300,000 or less, and income of less than $125,000.

Is there a minimum income requirement? - A minimum family income of around $50,000.

What else makes someone your best prospect for a Tax-Free Retirement, involving life insurance? If we are going to use life insurance, then don’t they need to have someone to protect, a family that is dependent on their income?  Our ideal prospects are people who are married and have children living at home.

Cash value life insurance builds best when you have 15 years or longer to contribute.  So, your ideal prospects are people who are under age 50.

Finally, your best prospects are people that already know you, or at least have heard of you!
 

Finding YOUR Best Life Insurance Sales Leads

Now that we have identified the ideal prospects to contact for retirement planning, with life insurance, where do we find them?

The best prospects are always going to be the people you already know, or at the very least have heard of you. They could be your family, friends, neighbors, members of your church, or members of your associations. They could be parents of the children on your child's baseball team, or in your son's Boy Scout Troop. Plus, the people you do business with, your barber, mechanic, doctor, lawyer, etc..

The next best prospects, are the people who live in your neighborhood. You can identify these local neighborhoods by contacting your local real-estate broker, or by just driving around. All you need to do is to find the streets they live on and then go to your local library or the Internet.

In the library or on the Internet, look for ‘Criss Cross’ (Or Reverse) directories. Three common ones are the Hill Donnelly, Coles and Polk Directories. They have every street listed, with everyone on the street, and their telephone numbers. Plus, they provide lots of other valuable information.

Make a list of everyone you know and your neighbors with their names, addresses and telephone numbers. You now have a LIST of your best prospects for a tax-free retirement plan, involving life insurance…

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

NEW SECTION: Disability Insurance
Disability Insurance is an often overlooked insurance as it is not super flashy, and many agents do not know how to present it.  However, you are doing a disservice to your clients by not offering it to them.  Disability Insurance is an important part of a well-rounded financial plan, as it protects your client's most important asset, them! (and their income)

How Whole Life Insurance Works:
The policy’s essential elements consist of the premium payable each year, the death benefits payable to the beneficiary and the cash surrender value the policyholder would receive if the policy is surrendered prior to death. You may make a loan against the cash value of the policy at a specified rate of interest or a variable rate of interest but such outstanding loans, if not repaid, will reduce the death benefit.  

What is Whole Life?
Whole Life Insurance is designed to provide coverage for the life of the insured. Whole life policies generally offer fixed premiums, guaranteed death benefits and are designed to build tax deferred cash value. For that reason, a whole life insurance policy can be described as providing life insurance protection with a savings feature. 

Are you staying in front of you clients, friends, family, neighbors and prospects, so when they need help you're the first one they think of and call? The best way is with a personalized client newsletter!

Judge Us By The Company We Keep

Sandy Schussel is a life and business coach. He is the author of several books including... BECOME A CLIENT MAGNET: 27 Strategies to Boost Your Client-Attraction Factor and THE HIGH DIVING BOARD: How to Overcome Your Fears and Live Your Dreams!

Not sure we can help, or if our services are right for you... Don’t Wait... 
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William Booser and Tim Counts, National Annuity and Life Sales

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Improve Your Attitude And Change Your World

Earl Nightingale - Directline 14

Our Ability To Learn Improves With Age!

Imagination Is The Beginning Of Creation!

You Can Double and Triple Your Appointments and Sales, By Learning To Ask The Right Questions!

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

You'll Quickly Double and Triple Your Income, When You Become The 'Trusted Advisor' People Want To See!

Coaching Corner

Cornell Study: Understanding Why
Everyone Needs a Coach

Has it ever seemed to you that less competent people (in a particular area) rate their competence higher than it actually is, while more competent people (in that area) humbly rate their competence lower? It’s not just your imagination. This is a genuine cognitive bias called the Dunning-Kruger Effect.(1)

According to David A. Dunning, Ph.D., Professor of Psychology, Cornell University... "We literally see the world the way we want to see it.

But the Dunning-Kruger Effect (1) suggests that there is a problem beyond that. Even if you are just the most honest, impartial person that you could be, you would still have a problem -- namely, when your knowledge or expertise is imperfect, you really don’t know it.  Left to your own devices, you just don’t know it.

We’re not very good at knowing what we don’t know. 

Put simply, people tend to do what they know, and fail to do that which they have no conception of.  In that way, ignorance profoundly channels the course we take in life.  

People fail to reach their potential as professionals, lovers, parents and people simply because they are not aware of the possible."

Unfortunately, no matter how intelligent we are, we all have some areas in our lives were we are not as competent as we could or should be. And the problem is we don't know it. If we don't know what we don't know, then why would we seek further knowledge.
 

That is why we all need a coach. We need a coach to open our eyes to the possibilities. Even former Google CEO Eric Schmidt advocates coaching, saying, “Everybody needs a coach… every famous athlete, every famous performer, has somebody who’s a coach… someone who can help them see themselves as others see them.”

That is why we offer 3 months of one-on-one coaching with each of our specialized systems. You can have all the knowledge and tools you need to be successful. However, you don't know what you don't know. You need someone to guide you on how to properly apply that knowledge and use those tools.

Getting coaching is the difference between earning an average income of $50,000-$60,000 and earning a significant 6 figure income.

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(1)The Dunning–Kruger effect is a cognitive bias wherein unskilled individuals suffer from illusory superiority, mistakenly assessing their ability to be much higher than is accurate. This bias is attributed to a metacognitive inability of the unskilled to recognize their ineptitude. Conversely, highly skilled individuals tend to underestimate their relative competence, erroneously assuming that tasks which are easy for them are also easy for others.

As David Dunning and Justin Kruger of Cornell University conclude: "The miss-calibration of the incompetent stems from an error about the self, whereas the miss-calibration of the highly competent stems from an error about others."

Lew Nason
Marketing and Sales Coach
'The 9 Out Of 10 Guys'

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