Here’s an approach for agents who are low on cash for marketing and need
Generate Leads on A Shoestring Budget.
I used your
phone approach (modified with the 8% tax deferred safe savings plan)
behind a postcard mailing and my wife and I called 500 people and we had
135 people accept the special report on our safe alternative to CD's
with a tax deferred plan that has been averaging 8% over the last six
years." Thanks for your support and marketing ideas we will write
$756,000 in annuities in February. Gerald Bradford, IL.
I’ve used to average over 17
presentations per week in my 34 year Insurance career before I retired
and started helping other sales people build their business. Please
understand I have another 7-10 disturbing questions for the phone and
door approach I’ve mastered and borrowed from top agents I’ve worked
with in the field. I’ve had as high as 65% in the house ratio using
this approach. It’s amazing how much you learn about marketing after
being a student of marketing for over 34 years.
here’s a brief summary of my phone approach that I would be using while
staying in the local Best Western Hotel and also my door approach. I
would have also pre mailed 200 affluent widows age 65-78 one of my 33
lead generating postcards. Now remember, when I wasn’t out giving
annuity presentations I would be at the hotel double booking at least
5-6 appointments per day.
here’s part of my phone and presentation I would use.
Mary this is Tom with the Senior Benefit Center here in
downtown Smallville and the reason for my short call is recently you
responded (when I use the word responded I mean they pulled my
postcard out of the mailbox.) recently you responded to
information about how to cut your Social Security taxes, or how to
increase your retirement income by 20%, or we have a safe saving , or
whatever; and I want to apologize for not calling you back
sooner, but we have just been swamped with getting our retirement
benefit kit information out to people . (A retirement Kit is two or
three reports in a file folder, maybe latest SS information and
information about the Debt Reduction Act of 2006), However, I did
promise my manager that when I’m out in the Lonesome Creek
Neighborhood I would drop off our retirement benefit kit to you.
might say, “I have 6-8 other kits to drop off tomorrow morning or
afternoon in the neighborhood and would you be home between 2-4 PM.
And, would it be a bother to you if I dropped one off and introduced
myself and shook your hand. Ok, that’s a quick approach I’ve used for
over 27 years and it works. It actually works even better when you map
out an area and go out and hand deliver the reports using those three
magic words: Responded, apologize and promised. I could go to any town
in the USA and let me use my postcard system using a list of IRA, CD or
affluent widows and I could give 3-4 presentations everyday using the
above approach. In my younger days when I was fulltime in the business
I would average 17 presentations per week using the above approach along
with working 20-30 leads per week.
went out to the house I would park my car in front of their house,
leaving the car running, the window down and the radio playing very
loud to some country music. (Of course, if you’re in an area where
you have gangs, or high crime I wouldn’t leave my car running unless you
have an 84 Dodge Lancer or something older.) I get out of the car
and wave at the house like someone is looking out at me. Then I also
look at something in my hand and also at their address. Then I always
hold some type of card out in front of me like I’m on a mission for
something to be delivered. (Yes, I know some of you big shots who
sit in your wood panel quiet offices with less than five appointments
per week think this is below you.)
pitch is just one of the ones you’ll find in my “Ultimate Insurance
System” you can use to generate business on a shoe string budget to get
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