Life Insurance

Are you working with Matures, Boomers, Gen X or…

Presented by Jim Linn Depending on your business, you could work with some, all or one of them specifically.  Today, your clients are not a one size fits all selling process.  What works for one, may not work for the others.  Knowing about the market you are working in and the selling tactics related to that market can help you produce more favorable results.  To give you an example:  Who has a teenage child (part of the youngest Millennial generation)?  Have you ever tried calling them only to get their voice mail or the recording that they don’t have their voice mail setup?  However, you text them and get an instant response.  Knowing their preferred method of contact will greatly increase your odds of securing an appointment.  There are countless studies that have been completed on generational sales and marketing.  I had the opportunity to listen to a presenter that has worked in this area for 18 years and provided valuable insight.  Click on the link below for information and videos relating to Generational Marketing   http://www.aig.com/generationmatters_3789_680638.html
Sales & Marketing

Bring Social Media Into Your Marketing Plan

Authored by John Schraut Any insurance industry publication you look at now has ways to use social media.  So my question to you, do you have a Facebook, Twitter or LinkedIn account for your business? If not, you are losing out on ways to connect with other professionals and potential clients.  Best of all – it’s FREE! In a recent survey I saw, it said; More than 60% of advisors have used LinkedIn to gain new clients.  75% said it has improved their effectiveness of their referral network. So how many clients have you gained from your social media marketing plan?
Life Insurance

Finding Prospects

Authored by John Schraut Are you sitting around thinking where you are going to get your next prospect?  You have more prospects sitting right in front of you than you know.  Grab your check book and credit card/bank statements – look at all the business prospects you have through your purchases.  These are all potential clients or referrals to prospect.  Here is a list of a few from my bank statement: Hair stylist Auto mechanic shop Heating and Cooling company Lawn care professional Tax preparer Veterinarian Dentist Tailor Photographer (for my 4 year old daughter’s pictures) Dry cleaner Locally owned restaurant I frequent Plumber You will be amazed by the number and types of businesses you have been in contact with already. Get the word out to these businesses and start right away with setting up introduction meetings.
Annuities

Working Smart in a Tough Market

Authored by Jim Guynan Although the latest reports indicate that our economy is turning around, business is still hard to get in and then get issued. Insurance companies are under pressure to make sure all annuity sales are compliant and suitable; agents are taking more CE courses and product training before an application can be taken to satisfy this. Agents have to work smarter and more efficiently. Here are some ideas that can help. Qualify your prospects and referrals as much as possible as not to waste time on people that don’t need your services or don’t need them now.
  • Use the phone more! It is very important to see people, yes, but again qualify the quality of the prospect; qualify the appointment and qualify the sale. Cell phones have made our life easier; let’s use them to make our business easier.
  • Ask for referrals any time you help someone with a product or service.
  • Remember there is a lot of competition. Make sure you are the product expert for those lines you sell and know who to refer business to if it is not a line you currently offer.
  • Service to your client today is more important than ever; communicate with them regularly and effectively.