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In This Issue... August
4, 2015
Feature Article -
Agents Are Leaving A Lot Of Life
Insurance and Annuity Sales
On The Table!
Improve your attitude -
Earl Nightingale - Directline 21 -
Each Of Us
Must Create Our Own World!
Become Their Trusted
Advisor -
Six
Quick Tips
To Finding
High Quality Life Insurance Prospects
Coaches Corner -
How to
make your hours at the office count
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What
Do The Top Producers Know That You Don't... |
Agents Are Leaving A Lot Of
Life Insurance
and Annuity Sales On The Table!
Dear ~Contact.FirstName~,
Unfortunately, if you are like 95% of today's agents and
advisors, you are leaving a lot of money on the table. You're overlooking
one of the easiest and most profitable ways to significantly grow your
life insurance and annuity sales short and long-term. But, don't feel bad, 95% of all business are
missing this one too.
Consider, if someone has already purchased a product or
service from you, haven't they already shown they have some trust in you?
Aren't they in effect saying that you have some credibility with them?
Haven't you overcome two of the primary obstacles to closing a sale?
Doesn't
that give you a huge advantage over your competition?
Why not use this huge advantage?
Who would you prefer to do business with... a stranger or
someone you've already done business with?
Are your clients any different?
The Real Future Of Your Businesses Lies In
Cultivating Your Existing Clients For 'Backend Sales!'
What Can You Offer As A Back End Sale?
If you think about it, no matter what you are selling, there
is always an associated product you could offer your existing clients. If
you are selling homeowners insurance… you could offer your existing clients
auto insurance, umbrella liability insurance, mortgage insurance, scheduled
property insurance, business insurance and the list goes on and on…
If you are selling health insurance… you could offer them
disability insurance, LTC insurance, supplemental insurance, cancer
insurance, etc…
If you are selling investments or investment advice… you
could help your clients with transferring wealth, Roth IRA conversions,
charitable giving, estate planning, tax reduction strategies and more…
If you are selling Medicare supplements… you could offer your
clients a final expense policy, brokered CDs, annuities, etc....
Aren't many of your clients already buying these additional
products from your competitors? Shouldn't they be buying them from you?
Remember, you have already built some credibility and trust
with them. So, if you do it right, it should be a lot easier and cost you a
lot less to get an appointment.
Setting
The Appointment...
Now, I'm not saying to send your clients a letter or brochure
offering them a laundry list of products and services to choose from, in the
hopes that they will call you. They won't call!
I am saying that you should choose one of the associated
products (services) and then call each of your clients and ask questions to
see if they have an interest.
To set the appointment you could say something like this...
Hi Mrs. Smith, this is Lew Nason from
Retirement Resource Management; I'm the one who helped you
find your Medicare Supplement Policy last year. How are you
today? (wait for response and then you answer) Great!
The reason I'm calling is two fold. First,
I'd like to ask how you feel about your Medicare supplement
policy. (wait for response and then answer)
Any problems? (wait for response and then
answer)
Any questions? (wait for response and then
answer)
Is there anything I can do to help you? (
wait for response and then answer)
The Second reason I'm calling is I'm doing a
survey with all my clients who have money invested in CD's
and I'd like to ask you a few questions if that's Ok. (wait
for response and then answer)
Do you currently have money invested in CD's?
(wait for response and then answer)
How are they doing for you? (wait for
response and then answer)
How do you feel about that? (wait for
response and then answer)
Is that causing you a problem? (wait for
response and then answer)
What would you like to see happen? (wait for
response and then answer)
If I could show you how to get a better
return, with the same safety and guarantees as your CD would
it be worth sitting down and talking about it?
Make It Easier To Get Referrals!
The more you help people get what they need, the
more trust and confidence they'll place in you. By making
Backend Sales you'll be building a strong, long-term
relationship. As that relationship builds, they'll feel better
about you, and will want to refer you to the people they know!
Build Your Annual Renewal Commissions!
Property and Casualty agencies have found that
their client retention increases dramatically with multiple
sales in the household. And, it will do the same for you, no
matter what you are selling. The more business you have in the
household the fewer lapses or cancellations you'll have each
year. Which means, you'll have less charge backs and more annual
renewal commissions. That's more money in your pocket, instead
of your competition's pocket!
Remember, people are not really your clients
until they buy from you two or more times.
If you want to build your business for the long-term then,
starting today, then go after the real money in the
'Backend Sales!'
Lew
Nason
Trainer, Coach & Mentor
'The 9 Out Of 10
Guy'
__________________
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Updates For Our
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Insurance Marketing and Sales
Resource Center™ |
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11 Tips to Help You Stay Focused on Your Goals
In this hour-long presentation, originally for
Postema Marketing Group, Sandy discusses how to clear the path to
success in your business by minimizing distractions and delegating
side-tracking tasks.
Its all in the Follow-Up
You met someone at a party who is in a position to use your
services. You had the “What do YOU do?” conversation, and you
exchanged business cards. Now what?
2015 DALBAR QAIB Report:
The Dalbar posts an annual report evaluating the
behaviors of investors, and the performance of mutual funds in
comparison to bonds and the S&P 500. Their goal is to improve the
performance of both investors and financial advisors. Here are the
findings of 2015.
The best way to stay in
front of
your clients, friends,
family, neighbors and prospects
is with a
personalized
client newsletter! Note: You can get a free
NON-personalized
client newsletter as a member of the Insurance
Marketing and Sales Resource Center.
Are you offering a
booklet or free report on your web site, social media
page and monthly newsletter? If not, you are missing out on a
huge opportunity to build your credibility, to attract people to
you!
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On Each Of These 'Cutting Edge' Systems
Offer Ends August 4, 2015
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Improve Your
Attitude And Change Your World |
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Earl Nightingale - Directline
21
Each Of Us Must Create Our
Own World!
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Judge Us By
The Company We Keep |
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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) |
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It’s A Shame For You To
Struggle Finding
Prospects
& Closing Sales, When Our Members Do It So
Easily!
(At only $25 per
month can you afford to pass this up?) |
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How To Become The Most
'Trusted Advisor'
In Your Local Community! |
Six
Quick
Tips
To Finding High
Quality
Life Insurance Prospects In Your Local Community
If you want to be ultra successful in life insurance
sales, then you'll want to work with the people you already know... or be
referred by someone they know. Yes, you can sell people that
don't know you. But, it is much more time consuming and much more
expensive to attract those people to you. And, it is much harder to get
them to take action on your recommendations.
However, you don't have to pester the people you
already know and beg them for an appointment. But you do have to
call them if you want an appointment.
But, let's face it, making phone calls, even to
people you know, is one of the most daunting of sales
activities. However, there are several ways, to make your calls
easier. Preparation and practice is the key.
Call someone every day
Start each day by calling
and having a real
conversation with
someone you worked closely with in a past
job, or someone you met at a community event a year ago! Inquire
about them and their life and then listen. Follow-up with a
few questions to go deeper and then, when it's appropriate, you
can tell them how you are helping your
clients to 'save for a tax free retirement' or
'reap the upside of the market, with the downside risk.'
Then you could ask questions about their situation, and try to
set an appointment. Or, you could ask them: "Do you know anyone
who may be facing challenges in this area?" They may
say... "We do, in fact." Or, "Not off-hand, but
if I do, I'll let you know." Or, "ABC company might, and I know
the person responsible…" and you have a referral, which is
one of the most effective and trusted ways to approach a new prospect.
Attend events in your community
By attending events in your community, people
will get to know you. And you can talk to them about what you do, and
how you
are helping people... "I help people to save for a tax free
retirement." Don't focus on your position, but on what you do
that's so valuable. Now you've planted the seed, and it will either
take root immediately (and perhaps sprout a referral). Or, it may
take root at a future event. Caution! If you come off too eager
and move too aggressively, you may lose trust. When it feels
right, though, take the next step forward.
Follow-up with a phone call
Following up with the people you meet is critical. So, if you
meet someone who appears to be interested in your services, then call
them the next day. Every day you wait, the colder the call will
become. When you call right away, your previous conversation will be fresh in their mind and they
will be more likely to be open to a quick follow-up chat.
Consider,
most people admire go-getters. I know that I don't mind if
somebody I just met is eager for
my business. Start
the conversation by focusing on them, remind them what you do
again, and ask if they, or anyone they know, may benefit from
your services. The best appointments and referrals come from easy,
casual conversations.
Search Google
for their LinkedIn or Facebook page
Let's say you've identified a target prospect, but you haven't
met them. There are ways to make connecting with them easy. Check out their
Facebook or LinkedIn profile. You may be just one connection
away! Call the mutual connection and ask about them, and then
remind them about what you do.
Then ask if they'd be comfortable putting you in contact with
your target prospect. If you don't have a mutual contact with
the target prospect, you could try to find someone else in the target
prospect's
organization that you do have a mutual connection with.
The big point
The simple truth is that the more you prospect -- with
people you already know or have recently met -- the more
appointments, referrals and sales you will get.
Also, the more you prospect, the more comfortable you'll become.
Prospecting will become easier... and maybe even enjoyable.
Jeremy
Nason
Trainer, Coach & Mentor
'The 9 Out Of 10
Guys'
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Coaching Corner |
How to make
your hours at the office count
By Sandy Schussel
Many professionals complain about the long hours
they work. At least for some, all those hours are being
compensated. These professionals are moving and shaking because
they want to make as much money as possible -- even at the cost
of family time, recreation and often, their own health. It's
difficult to be sympathetic about their complaints, since their
situation is a choice.
But many professionals are plagued with long days
and long workweeks for which they are not being adequately
financially compensated. Some are simply not charging enough.
They have priced their services at a low rate, believing this to
be the only way they can compete in their market. They have not
learned how to create value for clients so that they know they
deserve -- and then can request and receive -- better
compensation.
Still others in this latter group may be
confusing attendance at the office with productivity. They feel
busy at work, but hours are spent each day performing tasks that
aren't actually making them money. Someone in this situation may
spend an hour or two each workday involved in non-business
conversations. Maybe there's another half hour or so spent
trying to resolve computer issues. Then there are those lunch
plans with someone he or she already sees every day.
Don't confuse being present with being
productive. You may spend an hour and a half at the gym or
health club, but how much of that is talking sports, waiting for
an exercise station instead of using a different machine in the
meantime, and "resting between sets"? You could even count
washing your socks -- which is something you do have to do in
connection with your workout -- but none of this time really
counts. "The only time that counts is the time you spend with
the weights," says Corey, a financial services sales manager I
work with. "You do have to wash your socks, but you can't count
that time."
When you're selling and providing services, the
only time that counts is the time you spend face-to-face or on
the phone with clients or prospects. If you're not doing one of
these things, you can't claim you're working a twelve-hour day.
You may be at the office or on the road for that much time, but
a lot of that time, you're just washing socks.
Some experts call the time you're actually
performing income-generating activities "green time." If you've
been feeling that you are working long hours and not making
enough money for the time you put in, try this for a week. Write
down everything you do, all workday long, every day, for five to
seven workdays. Don't change what you do, just record it. Then,
go back and see how much time you're actually spending "with the
weights" -- that is, how much of that time is actually green.
If your green time is six to eight hours daily
and you're putting in 10 or 12 hour days, too much of your time
is being spent on socks. If this non-productive time is somehow
work-related (follow-up phone calls and paperwork someone else
could be doing for you), get some help. If it's not
work-related, either accept the fact that you're at the office
longer by choice, or choose to save non-work matters for after
hours.
Another financial advisor I've worked with greets
everyone in his office in the morning, and then spends the next
eight hours on green time. He makes it known that while he's
unavailable during the day to discuss pleasantries, at the end
of the day, he'll be happy to go for a beer with anyone who
wants to spend time with him.
Stop the load of socks, and make room for green
time instead. Soon, things will really be shaking for you.
________________
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