Prospecting Ideas

Posted: Tue Jan 30, 2007 01:32 am Post Subject:

I actually tried that Newsletter and well I just have not really had the time to put into it not to mention everything I do needs to be approved by my compliance people so everything takes a little while to get done.

Posted: Tue Jan 30, 2007 01:34 am Post Subject:

Don't mention NYL or their products and skip the compliance people which in reality is the Anti Sale Group.

Posted: Tue Jan 30, 2007 01:51 am Post Subject:

I see your point...however they have some really good articles that I could use if I wanted to..

Posted: Wed Jan 31, 2007 08:40 pm Post Subject: A great idea that works VERY Well

Here's my two cents on this...one of the strategies I found very effective is to use direct response style advertising in your messages to get the maximum amount of response of cold prospects.

Because about 90% of all insurance agents in the industry is doing the same thing with their advertising like give their name, rank, how good they are - your advertising and marketing is lost in the ocean of conformity.

For example, in all their advertising and marketing material they usually have:

We're #1!
Most professional!
We Care!

We offer:
Auto insurance
Home insurnace
Renter's insurance
etc.

and then have a huge picture of themselves in the yellow pages. My experience has been that the only person that is actually impressed with a picture of yourself and those kind of slogans is your parents - not prospects!

The point I'm trying to get here is that to get responses without all that high pressure stuff is just to craft a message so unique and an offer to your clients that they actually want to respond to you.

for example, instead of the usual advertising junk I've just mentioned...why not use something that grabs your customer's curiousity and emotion?

Something like "5 Deadly Mistakes You May Be Making When Buying Life Insurance." Or auto insurance or home insurance - whatever.

Then have them call in to find out what the heck you are talking about. I find that it sure beats "traditional" style advertising!

More on this on another post...

Posted: Fri Feb 02, 2007 05:48 am Post Subject:

Again I like the 2 cents...have you thought about creating a blog on here and making some extra $$. You have some good ideas I would like to learn more...

Posted: Sun Feb 18, 2007 03:10 pm Post Subject:

I guess I'm fortunate. As an independent I never had to create a list. I have been very successful in my first year by NOT SELLING. I am one of the most conscientious agents in the state (Michigan) and focus on helping others, not selling. It's turned into a great business for me. I dont' mind cold calling as I'm not selling. I'm only opening 100's of doors, and following through.

Posted: Thu Feb 22, 2007 03:43 pm Post Subject:

hi insurancegal,

Helping and not selling. This is the real essence of life insurance. Life insurance agents should not look forward for the money that they can earn but they should look forward for how many people they have helped. Income would only follow after doing their part as an insurance agent. This is one very important thing that most agents miss. They always think about how hard to sell. Its hard to find the right customer or prospects. But the truth is, as agents, they should not look for their clients and sell the product to them. But instead, they should find a client that is in need and suggest possible solution to their problems. In this way, the agent become a friend and not a mere salesman. Friendship and good relationship is very important in this industry. So i agree with you! Agents should not sell but help people with their concerns...
Thanks a lot for this great idea!!

Good Luck and Good day!!

Joven

Posted: Thu Feb 22, 2007 06:20 pm Post Subject:

It is called "High Probability Selling", google it!

Posted: Fri Mar 23, 2007 07:14 pm Post Subject:

I ordered my copy of "High Probability Selling" yesterday, and I can't wait to get it!

Posted: Tue May 22, 2007 03:34 pm Post Subject:

Heres A Killer one that I do. It is very cost effective, and produces results. I am like you, I absolutely detest cold calling!
Walk and Talks
Drive down to a busy area, bring plenty of business cards wrapped up in rubber bands 25 per band. Ill explain why later. As you walk from business to business, introduce yourself, give them your card, and take one of theirs. write down the names and contact info of people who are especially interested. When you are finished, count how many cards you gave out, (thus the reason for the stacks of 25) and write it down. Later, when you write policies on these people, You can keep track of how many cards you gave out and relate it to the number of policies you are writing. For instance, on average, when I give out 50 cards, I write 2-3 policies. Therefore, if Im slipping behind, I know how many cards/walk and talks to do.