For about twelve years now
we have been studying the difference between insurance agents and financial
advisors whose businesses are successful, and others who struggle just to pay
the rent. How in the world can you have two agents who work in the same town,
work with the same prospects; and have one who is making a six-figure income
yearly while the other just barely pay the bills. Is one more intelligent than
the other? We highly doubt it!
If intelligence was the
issue, every college professor would be a millionaire. The smartest kid in your
high school class wouldn’t be working for the dumb kid in your town who grew up
to be one of the richest men in town.
If you give a million
dollars to an intelligent person who did not earn it, they will more than likely
blow it within 12 to 24 months. However, if you have someone who earned a
million dollars with intelligent business practices, but his business fails for
some unknown reason, he will more than likely earn back his money. Why is that?
The reason is, it is not
money that makes money. It is specialized knowledge that makes money. It is the
knowledge of marketing principles that make a business succeed independently of
financial backing.
The difference in the
success of our business comes down to our ability to market and promote our
services and products to people.
The truth is specialized
knowledge of the right principles – like marketing to people – can give
you a huge competitive edge! You need to understand the following:
You are In Three Businesses
First, you are in the
insurance business.
The second business you are
in is the people business. Because it is the people who will buy your
products. The people are who will refer you to other people. In addition,
unless you understand that you are in the people business, you will find it hard
to make a good living in this business.
The third business you are
in the business of marketing. No matter what business you are in, you must
market your services and products. We cannot emphasize it enough:
Marketing is the lifeblood of every business!
It is like flossing your teeth. It is not something you look forward to doing
when you wake up in the morning, but if you do not, it will lead to pain and
agony down the road. It is also something that the more you do, the better you
get at it. Of course, the more you do, the easier it becomes. In fact, two
things you really ought to make part of your daily routine are flossing and
marketing.
Another thing you should
know about marketing is that it’s a process. It is not an event. It is
not something you try once and see how it works. It is something you do all the
time. Again, it is a process. The more you work the process into your daily
business, the more it will work for you. The more knowledge you have on
marketing, the better marketer you will become. Thus, your commissions are
governed by how well you market in this business.
What you need to learn is,
you are a marketer first, and an insurance professional second. Until you learn
this principle you will never make the kind of money to may desire.
Remember, this one
principle:
It is a fact… the best marketers make the most
money!
Unfortunately, the reality
is that 90-95% of all insurance agents we speak with, are not marketing at the
level they can or should be, or just are not marketing at all!
Many agents are in a
comfort zone. They are living, more often dying, off the referrals onto which
they accidentally stumble. In addition, when we ask these agents for a
specific, systematic marketing plan, the conversation goes silent. Remember
this statement, “Marketing is the ONLY function of your business that makes you
money!” "Every other function is an expense!”
If you just sit back and
wait for the home office to develop a new marketing approach, or wait for
another miracle to happen, you are costing yourself thousands of dollars. You
need to optimize your time, money, and talents to become the top marketer in
your field. We still believe insurance agents have a right to make a six-figure
income and to enjoy life to the fullest. We know of agents driving cars that
have 150,000 hard traveled miles on the speedometer. If they would just become
a top marketer in this field, they could drive any car they want and earn the
income they desire.
As you read this manual,
you will discover a number of marketing strategies that will make you a top
marketer. You will learn from countless years of testing hundreds of different
marketing strategies from both our office and a number of other top marketers.
All you have to do is take
the time to study these strategies and start implementing them into your
business.
The most important system
to create in your business is an effective marketing system. Moreover, an
effective marketing system is one that delivers predictable results from
repetitive use.
The end result of using the
marketing techniques described in detail in this manual will provide the
maximum-effectiveness with a predictable income. For that to happen you must:
Have a marketing system in place that
predictably, reliably, consistently, affordably and efficiently provides you
with more qualified prospects than you can handle.
When we mail one thousand
postcards per week, our response is at least 1%. Our response is from prospects
who want additional information in a form of a "FREE REPORT" or an "Agents’
Starter Kit.”
It is this kind of
predictability that you can build into your marketing, and it is a great feeling
knowing you have a predictable income.
Once you start using
“Predictable Marketing Strategies,” and the hundreds of other ones you will
learn throughout this manual, you will begin to see the results of leads filling
your mailbox daily. Your income will start doubling, tripling even QUADRUPLING
over the next 12 months or less…
Now, let us turn to the
next marketing strategy, and see what you can learn from it.
If you have any
marketing questions or you need help generating 20-30 leads per
week next year give me a call at
800-808-6551 and let's talk about 4 spokes of marketing you
can implement immediately to get you on the right road in
2008.
Dedicated to your
marketing success and highest
response,
Russ
J. Jones
P.S.
Now is the time to buy your
lists and get your mailing ready
for 2008. If you thing your
going to double your income in
2008 doing exactly what you did
in 2007... you're crazy.
If you need some additional
marketing ideas and strategies
for 2008 give me a call at
435-563-4749 and let me help you
with a game plan. Check out our
For more
information on our website and
client newsletter go take a test
drive over at
http://www.PmrSystem.com
