“How In-the-Heck Does an ‘Old Geezer’ 76 Years Old Insurance
Agent, Needing a Walker To Get Around, Crippled by Arthritis,
Practically Legally Blind with Poor eye Sight, Can’t Drive
Himself, Still Consistently Writes Over 2.5 Million Every
Year…Doing What you Aren’t”
to give you some marketing advice from one of my members
whose headline is above (slightly embellished) and has been
actually following my "3-Step Postcard System™" advice for years and who I consider a
world class marketer for his age.
He is a strong
believer of using sequential mailing of postcards and direct
mail letters to a hyper active list of CD Holders, IRA Holders
and also affluent widows.
If you could see this
agent he is so nearsighted his glasses look like coke bottle
bottoms...and he has advanced Osteo-Arthritis.
that’s not all… he can usually out produce most of his
associates in his office who are mainly clueless rookies and
don’t spend half their time in doctor offices waiting rooms with
screaming running nose kids.
must tell you up front that this member is a real motivated
agent and he can’t hear very well the word “no” from his
prospects and clients.
have a winning and positive attitude personality and he could
motivate a pick-up squad of out-of-shape slackers from the local
sports bar and go up against the Dallas Cowboys third string…and
still come close to WINNING a Saturday Afternoon touch Football
also admit that this agent has told me about a number of his
old-as-dirt “cliff hanger” salesman’s stories and marketing
tactics that keep his prospects practically “super glued” to his
stories and presentation.
could keep “Bambi’s” friends setting on his lap for hours
telling feel good stories.
HOT TIP FOR YOU:
This agent has been mailing 25 dollar bill letters out every
week to a quality list of seniors he bought from our office and
he is still averaging 5 appointments a week off this low budget
lead generating system. I gave him a block buster phone
presentation which allows him to set appointments with the
prospects who are qualified.
I want this concept to be your guiding star as well. I want to
give you three words that if you apply them in your Insurance
practice you will quickly and easily double your production.
exactly, are these three words?
spell it for you now: BUILD GOOD RELATIONSHIPS.
right. Build Good Relationships with your prospects and
clients...That's why using sequential postcard and direct mail
mailing and sending out a monthly client newsletter to a list of
clients and a select list of CD or IRA Holders always brings
Here's a 5 Star
Tip: Building a client base of affluent clients is not an
expense, it is a investment in your future.
Beat Up By a Six Grade Bully...
You're going to think I'm completely crazy! Let me be
blunt: Follow up for financial advisors is like the major cause
that bring them to there knees. Most would rather be beat
up by a six grade bully then to follow up on a monthly bases
using our client newsletter.
The annual birthday card doesn't count in this day and age.
In my not-so-humble opinion...
reason should be obvious not just in your personal life, but
in virtually every area of your business life.
make much more money for yourself and for your clients if
you think of yourself as a family friendly advisor... That's
building good relationships with your prospects and clients are
members can testify, I’m always preaching to members who call me
that they need to be staying in touch monthly with their
prospects and clients using a client newsletter. This will keep you in your prospect’s
and client’s “Top-of-the-Mind” experience. You will be
considered a trusted friend instead of a salesperson.
fact, people will buy the services you recommend and you won’t
have to sell them.
your right…You can become an order taker. Yes, I'm serious!
example, every letter this 75 year old agent writes to his clients comes
across as a note from a friend to a friend. In some cases, the
friendly family relationship is more professional than personal.
In other cases, it’s more of a guiding mentor relationship.
will never see him mailing out a newsletter with a bulk mail
insignia. They always have a first class stamp on the
there’s more…on many of his “Smart Money News and Facts
You Should Know” he sends out monthly he will write a
little note on a bright colored 5 X 8 inch personal stationary
to many of his clients. Sometimes he attaches a financial
article copied from the Wall Street Journal or another financial
magazine that may be beneficial to his prospect or client.
referrals are a breeze for him…As you probably already know.
matter how you may see it, he has found that staying in touch
monthly with his prospects and clients have help contribute to
him averaging over 2.5 Million in annuities every year for the
last dozen years. Not to mention the Life Insurance he has sold
to his clients family.
don’t forget this…He still only works about 12-15 hours per
week. As you probably already imagine if you read the headline
again, he can’t drive himself and he has to rely on his daughter
or hyper active grand daughter to drive him to his appointments.
However, many of his appointments are held in his office.
little note here…he has a conference room he uses that has only
a table and a few chairs. Oh yes, I almost forgot…Spread around
the room are his sales awards and personal pictures with him
standing with his walker and his arms around his clients.
this so important? Frankly, it's Selling 101. People like to
buy from people they know and trust. Don't you?
why he told me the monthly newsletter with the
“Tell-a-Friend” insert in it is the best referral tool he
has every used in his practice.
the “Tell-a-Friend” insert in the newsletter you’re not asking
for 3-4 referrals to sell Insurance too. You’re only requesting
the names and addresses of 5-6 local friends who may like to
receive a financial newsletter.
for many of you new members and agents in the business who don’t
have the client base, I have found by mailing out our monthly
client newsletter to maybe 500-1000 IRA Holders, CD Holders, or
Wealthy Widows list are excellent source to use to build a
powerful and wallet fattening in office database.
summarize this marketing strategy you can put to work
immediately, you need to stay in touch with your prospect and
you write your own newsletter, use a boring Home Office
Newsletter, or use our “Annuity Pro Lead Capture Web Page and
monthly client Newsletter” it is up to you.
always say, the stronger the relationship you have with your
clients, the stronger the results and production will be.
you read this far you must be getting serious about increasing
your production next year…That’s a good thing!
need a monthly client newsletter and a not a
“need-a-geek-to-make-it-work-right” lead generating website
just go to the following link to check it out.
For more information on our
website and client newsletter go take a test drive over at
also posted several newsletters for you to check out.
For additional marketing
information on sequential mailings go to
Go forth and prosper,
P.S. Questions on marketing
call my personal line at 435-563-4749 and let's discuss your
current marketing campaign.
of the "3-Step Postcard System"