Why prospect using social media?
Presented by Brian Leising The Problem To get customers in any business you have two choices, be special enough that people talk about you, or buy advertising. In the insurance industry, the most effective way to reach qualified prospects changes every several years. Once it was enough to open an office in the community or make door-to-door sales. Then we started cold calling, blast faxing, sending direct mail, presenting seminars and blast e-mailing. All of these methods were effective once, but as they become obsolete, we started prospecting with the next best thing. Today, all systems of selling are preceded (or precluded) by our online reputation. People know you before they call. Is this a problem for you or an opportunity you are capitalizing on? The Opportunities Social media has changed your world, now you can find customers and they can find you. Due to social media, big companies no longer have the advantage– social media is the great equalizer. Social media is where people (your customers) express their thoughts and feelings. It also allows you to put yourself on the client’s mind. The opportunity in our business is tremendous, only 16% of financial services professionals currently use social media. It’s time to jump on board or be left behind.
After the lead – How to start the business…
Presented by Brian Leising What do you say when your marketing efforts work? You got your foot in the door and made it past the gatekeeper. Do you know what to say when you get in front of a business owner? Here are a couple tracks to follow. The first can lead to products that help their business today. The second will help them continue their business into the future. Helping their business today: “Have you heard about the new types of retirement plans available to business owners?” “What type of plan do you have?” “When was the last time you reviewed your plan?” “Did you know any business can have any type of plan?” Offer a free look (if no current plan) or a free review (if a plan is in place). You can then utilize factfinders to gather revenue and census information. “Have you heard about the new type of retirement plan available for your key employees?” “What type of plan do they have now?” “When was the last time you reviewed the plan?” Tax laws change from time to time. An unreviewed plan can do more harm than good. A business should review their plan periodically to insure tax compliance and to make sure they are getting the best value for their dollars. Helping their business in the future “What’s your exit strategy?” “Who will buy your business?” (while alive, dead?) “What are the tax implications of the sale?” “Will you or your heirs receive a fair price?” “What is your business worth” (most owners mis-value by 60%) “Does your business have more than one owner? If so, is a buy-sell agreement in place? How is the agreement funded? How many of your business-owner clients have serious answers to these questions? They started their business and know how to run it, but how do they get out? Many business owners have no plan or only a partial plan in place. Their lack of planning will hurt their immediate family and the employees they leave behind.
Beating a Sales Slump
Presented by Gary Peterson Even top producers run into a slump now and then. Does this sound familiar?- You hear “No” a lot more.
- Cases that seemed a sure bet don’t happen.
- A nice app is withdrawn or declined.
- Your most recent referral stands you up.
- Nothing seems to go right.